On-Site vs Remote Work

I have a theory.  End Users – I’d like your opinion and feedback.

Isn’t it true that the primary reasons for requesting on-site work stem from trust-related issues and previous poor experiences?  You could argue that these two reasons are related.

Let’s start with trust.
I contend that many brand new consulting engagements (client and consultant have never done business before) start with a request from the client that Phase I work be performed on-site.
I’m not talking about the facets of the project that SHOULD be done on-site (like initial scoping or requirements gathering).  I’m talking about a belief that I have that you earn the right to work remotely.  Clients want to “see” work being performed and project tasks being completed.  Certainly there is an element of getting to know one another, but I believe its human nature to want to make sure you touch/feel/see work actually being completely.

Now, onto previous poor experiences.
Isn’t it often true that the on-site work mandate many times stems from the last engagement or two having not gone so well?  The consultant said they would do “x”, but actually ended up doing “y”.  Is the brand new consultant being unfairly lumped into a “poor performer” category?

What do you think?