Are You Really a Subject Matter Expert?
You and your company have worked hard to achieve trusted advisor status with your best customers. This is no easy feat in an ever-changing environment. Remember the fluidity of fresh-made Jello? That’s how the business world can feel. But you’ve done it. Month after month, quarter after quarter, and year after year you have not only delivered what your customers have asked for, but you also provided what they needed. You’ve kept them on track, away from the guardrails, and anticipated their next moves. For some, you’ve been the insurance policy that helped them to make their numbers and sometimes to keep their jobs. In short, you are a trusted advisor, a subject matter expert (SME) and a true partner – congratulations.
While many are content to maintain this status and preserve it, others look for ways to grow their business by leveraging these same skills to attract new accounts with similar attributes. They bet that these prospects will value their offerings just as their best customers do. They are taking their SME skills to market.
Think about the efforts you’ve made for your customers over the years. You’ve understood their business, sometimes as well as they do. These are valuable attributes you’ve developed. Yet, many sales professionals and business leaders downplay these skills as just part of their job. It’s often difficult for us to recognize and promote our true value.
Those efforts, the value you bring to the table, help build your SME resume. Leveraging these skills is crucial, especially for those entering this industry from different backgrounds. Success is a prior career means identifying transferable skills, and demonstrating the value you can bring to a client, even if you’re new to the industry.
The only thing worse than not being a SME, is to actually be one and not tell anyone!
Don’t underestimate your worth to a client. Everyone in a leadership or client-facing role should carefully consider how they present their value to new clients. One suggestion is to do a workshop at your next meeting to review and refine the various SME descriptions applicable to your team members. Ensure these descriptors are updated on LinkedIn, social media platforms, and the company website. The only thing worse than not being a SME, is being one and not telling anyone!
These are my thoughts, but what’s working for you? How are you you’re leveraging your competitive advantage and SME skills in the marketplace every time you step up to the plate? Please add your thoughts and comments below.
Mike Philie can help identify what’s working in your business and what needs to change. Shifting a business’s trajectory while maintaining core operations is challenging. Mike offers strategic insights and direct, realistic advice to ambitious owners and CEOs in the Graphics Communications Industry. He isn’t afraid to voice unpopular opinions and helps leaders navigate change with a practical, common-sense approach. Learn more at www.philiegroup.com, on LinkedIn, or by emailing mphilie@philiegroup.com.
Mike Philie leverages his 28 years of direct industry experience in sales, sales management and executive leadership to share what’s working for companies today and how to safely transform your business. Since 2007, he has been providing consulting services to privately held printing and mailing companies across North America.
Mike provides strategy and insight to owners and CEOs in the graphic communications industry by providing direct and realistic assessments, not being afraid to voice the unpopular opinion, and helping leaders navigate change through a common sense and practical approach.
