Are you an expert at what you do? If so, then you should be leading the way in conversations with your clients. Not in a pushy, obnoxious way, but you should be the one to drive things forward.
In his book “The Business of Expertise“, David C. Baker compares it to other professions. When you’re at the doctor, you’re free to share your symptoms and ask questions, but the doctor will be the one to hone in on the symptoms that matter and the next steps that should be made. If you’re the one that others are turning to for expertise, you should be the same way.
In the book, David says it like this:
When you really need an expert, they tell you how it’s going to be at every step of the way and you’re along for the ride, whether it’s an attorney with high stakes litigation or a surgeon saving your life. You have all the permission power but they have all the process power.
Be kind, be fair, and be generous, but if you’re the expert then be the expert and guide people to where they need to go.
