This passionate expertise manifesto is intended to elevate the impact of advisors who sell insight as entrepreneurs. Three foundational chapters form the basis of the entire book: experts develop insight by isolating patterns in data; they convert those insights to wealth by crafting a unique positioning for which few available substitutes exist; and their confidence grows as the marketplace embraces their application of expertise. The next fifteen chapters--building on that foundation--each answer a single question, starting with the role of expertise in a developed society, how important it is for experts to love the hard work required to hone their expertise, and how to see all that in the context of their own purpose in the world. We pause to dig deeper by examining the very narrow overlap between expertise and entrepreneurship: the narrow slice of humanity for which this book was written, with a nod to how easy it is for those entrepreneurial experts to be pulled off mission to explore new things. What are the critical positioning mistakes to avoid? Are there helpful ways to keep your deep, narrow expertise from blinding you to a broader, wider relevance? How might you frame your expertise in horizontal or vertical terms or a combination of both? There are core principles for this and they start with distinguishing between strategy and implementation. What are the earlier and then later tests to validate your positioning? What are the most effective ways to demonstrate your expertise, and conversely the activities most important to avoid? If you are an entrepreneurial expert selling advice for a living, you ll absorb deeper and deeper insight each time you scour it. It emerges from the trenches, and is written for experts in the trenches. Following the three foundational chapters (A, B, C) that open the book, there are fifteen chapters that build on that: The Role of Expertise in a Developed Society; The Interplay Between Expertise and Fulfillment; The Why for Your Entrepreneurial Expertise; Combining Expertise and Entrepreneurship; The Relevance and Sustainability of Expertise; Positioning Mistakes and Why We Make Them; Practicing Expertise Within a Broader Context; Distinguishing Between Vertical and Horizontal Expertise; Principles for the Less Exchangeable Positioning of Expertise; Distinguishing Expertise from Implementation; Five Early Tests for the Positioning of Your Expertise; Demonstrating Expertise; Not Demonstrating Expertise; How Expertise Unfolds: A Recap; and The Long Game: Maintaining Relevant Expertise. The book is fully illustrated in color, is a hardback (case bound), and has a full-color dust jacket.
Genuine expertise has become more valuable than ever--and in this smart and timely book, David talks frankly about how to leverage your own expertise into a sustainable business. This book is essential reading for entrepreneurs in any field. --Dan Pink, author of Drive and To Sell is Human
Baker (Managing (Right) for the First Time, 2010, etc.) targets an audience inhabiting the narrow overlap between entrepreneurship and expertise, that is, individuals and firms providing insight and advice to others for pay. He opens with three foundational chapters that summarize how expertise flows from focus, how greater proficiency makes a consultant less interchangeable with others, and how precise positioning can achieve a price premium. Sixteen short but information-packed chapters follow, fleshing out these themes in detail. Baker explores many issues that confront advisers, from self-confidence and work fulfillment to managing client relationships and maintaining relevance over the long term. Each chapter advances his argument that proper positioning is the key to success. He draws relevant illustrations from his decades of experience and offers pointed questions and concrete metrics that readers can use to assess their situations. Throughout, he urges consultants to make courageous decisions to narrow and deepen their knowledge rather than holding themselves out as capable of tackling any assignment. He emphasizes the power of saying no and recommends keeping a getting to know list of subject matter gaps to research and master. Baker s writing reflects the approach he counsels. His tone is confident and authoritative yet tempered with self-deprecating humor. He projects an insouciant command of numerous topics without sounding like a know-it-all. His deep thinking on the subject manifests in clear, succinct prose and measured wit that make the reading easy and enjoyable ( Charge your batteries so that you can do the hard work...and put a hard hat on because some of this work is painful ). Chapters move briskly, and he is particularly nimble with transitions that orient the reader and enhance orderly flow. Despite the book s focus on consulting agencies, other professionals who provide expertise or whose livelihoods rely on it physicians, scientists, writers, etc. should find relevant and useful ideas. Since Quotations from Chairman Mao Tse-tung appeared in 1964, numerous authors and designers have emulated its color and small format in hopes of becoming the little red book in their categories. This compact, illustrated volume makes a strong bid to become the standard-bearer on selling expertise. A must-read for entrepreneurial experts that also will have a broad appeal for other professionals. --Kirkus Reviews
Experts crush generalists all day long and yet some still advocate for building broad, diverse businesses that cannot possibly match an expert''s depth. Baker dismantles that argument, showing why experts will always rule, while patiently mapping the steps to deeper expertise, greater impact, and higher profit. --Blair Enns, author of The Win Without Pitching Manifesto
David C. Baker grew up with a tribe of Mayan Indians in a remote village in the highlands of Guatemala. He is an author, speaker, and advisor to entrepreneurial experts. This is his fifth book. He is a helicopter and airplane pilot, an avid photographer, and taught high performance motorcycle riding/racing. Based in Nashville, he has visited and worked all over the world. He is married, has two boys, two daughters-in-law, and multiple grandchildren. His work has been featured in the Wall Street Journal, Fast Company, USA Today, Inc. Magazine, and Forbes. He has keynoted major conference all over the world. You can find the microsite at expertise.is on the internet.