The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth

As a leader, your job is to make decisions! There are other things, too, but that is your main job. If you are going to create a successful firm that sells expertise, you’ll have to step out of your desire to always be right in your bent toward research and take some risks. All of us are afraid of making the wrong decisions, of course, but rest ass

the more we think about decisions and the implications of them, the more we back away from the right decisions. Quit thinking about implications. Just make decisions.

Expert positioning is bold, proud, and (nearly) permanent.

that narrow overlap between entrepreneurship and expertise.

are okay with the fee and then let you apply your process.

Most expert firms are either vertically positioned or just horizontally positioned, though, and they don’t declare a tighter positioning other than that primary choice.

awards, trade publications, and shared vendors. Your prospects want to learn from each other, so they network in different ways.

The purpose that you articulate and demonstrate is the framework they’ll use to make judgment calls about the consistency of your vision and execution. Leaders understand that these times crop up regularly and they embrace them as ideal junctures to speak into a void.

The power of actionable insight is what drives me to never stop learning and to always find more interesting ways to slice through the clutter. I want to help people. I want to see the light come on in their eyes. I want to see them get excited about an answer that up to that point has been elusive. I want to help someone make small corrections now