It’s uninterrupted time because you’ve cleared your plate in order to do some deep work that isn’t otherwise possible. Maybe it’s in the office or offsite.

The expert has a point of view (or perspective). The expert is concise. The expert is believable. The expert can answer follow-up questions without choking. The expert seems confident. The expert holds many principles subject to later modification. The expert—in a work setting—believes the “how” is just as important as the “what.”

It’s also very important to manage your “not-to-do” list, and I like to decide what I’m going to quit doing any time I decide to start something new.

Your leverage comes from confidential data gathering that only you can interpret.

Clients come to experts with challenges that they can’t solve. They’ve picked all the low-hanging fruit and it’ll take a ladder to get the rest. Or they’ve eaten everything on the plate except the vegetables and it’s going to be a slog to get through the rest of the meal.

No middle ground: free to prospects … or high fees to clients.

Say you want to evaluate a firm’s “fee billings per full-time equivalent employee,” often abbreviated like this: Fee Billings/FTE ee.

There’s something else you could be selling, too, and that’s coaching, or ongoing assistance where you get down in the mud and help them implement things. That’s always a viable option and it might fit your personality well, but there are some innate problems with it. First, it’s hard to be that present in a client relationship and retain your

Caring too much can hurt you because it can override your logic.