[jnty]

This was the first thing I thought of when I read this question. So often I find myself and people around me basically assuming that the folks on the other side of the phone are idiots. Well, chances are they're thinking the same. You only need 15 minutes to disagree, but it takes much more time and effort to humbly understand a stranger's worldview and motivations. However, once you do, you're much more likely to deliver something you're both happy with at the end.

I think this is a significant part of the value of face-to-face meetings - it's much easier to 'get' someone when you observe and speak to them and their colleagues. At the very least, the connection you get makes it harder to subconsciously write them off as an idiot!

Of course, occasionally you come across people who really are very unsuited for the task at hand and end up talking total rubbish. But it's still worth taking the time to be sure - it's probably not as obvious to you as it is to other people, and you'll find yourself having to justify your assessment more often than you expect, particularly to decision-makers.