The knowledge trap

It’s not usually required that you share everything you know with a client. They don’t need access to every aspect of your expertise to get value from your services.

When we first encounter a client’s problem, it’s so exciting to view it from the perspective of all the things you could do to elevate their situation. If they just get with your program, follow it from start to finish, never skipping a step or going off on tangents, the change could be astronomical.

It’s true that clients may view you as the silver bullet for whatever their situation. They want everything you know. The challenge then is knowing which knowledge they need to know and when they need to know it. And when they don’t respond in predictable ways, knowing how to guide them.

It’s not what you know. it’s knowing what to share and when.