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June 01, 2004
Evangelists for professional services firms
Napsterizing your knowledge among clients and prospects is trust-building, and trust inspires evangelism. Unless you have stumbled upon the formula for predicting the future, your knowledge is of inconsequential future value if kept largely to yourself.
While re-reading David Maister's valuable book, The Trusted Advisor, I rediscovered this sage metaphor:
The conclusions many advisors draw are that they must be careful about giving away the store... The truth is, expertise is like love: not only is it unlimited, you destroy it only by not giving it away. Love for a child is not cut in half with the birth of a second child. And expertise is not to be confused with what can be scanned into a database. The human capacity for problem redefinition and cretivity is what a successful advisor brings to every situation. It is unlimited; it only gets better with practice.
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I have a feeling this applies beyond professional services. I am always surprised by how much consultants hoard knowledge and even how I've been tempted to guard against "leaking" too much of my expertise. Even professional service firms talk about [Read More]
