What if you stopped consulting? Or stopped coaching? Or training?
What if you simply expressed your expertise?
I believe that writing, speaking, facilitating, training, consulting, coaching, ad nauseam, are merely transportation devices for our expertise. Some are “locals” and make a lot of stops, some are expressways, some are bullet trains, and some are a walk in the park.
Clients seek expertise which will deliver results. The particular methodology through which expertise is expressed is diverse and varied. When methodologies (approaches, technologies, etc.) become too convoluted and abstruse, they dull and dampen the expertise. Picture a wonderful lamb shank that has to be approved by three chefs and tested nine times. It’s bland and cold by the time it reaches the hungry diner, despite being certified, approved, tested, and otherwise anointed.
Stop agonizing over “pitches” and “delivery” and assorted related issues producing angst. Focus on a conversation with the buyer (and important others) which focuses on objectives and results with your expertise as the navigational system.
Sometimes you might need gyroscopes, compasses, chronometers, and celestial navigation.
But sometimes, true experts get there with dead reckoning. If you and I can see the goal, then we generally can determine what the shortest route is. Otherwise, what use is expertise?
© Alan Weiss 2013
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