To remain viable, organisations need to understand what customers or stakeholders value. As an expert, you need to learn what your organisation’s customer value proposition is.

Ask yourself these questions:

• Have I gone further than merely reading the organisation’s customer value proposition? Am I able to articulate what the organisation offers to customers that they find more compelling than our competitors’?

• Am I able to articulate how my expert function contributes to the customer value proposition? And what my function’s value proposition is to my stakeholders?

• What does the organisation’s advice, products, services allow them to achieve that is of value to them and wouldn’t otherwise be possible? How precisely do my team and I offer them a compelling best option?

Did you find this tip helpful? You can find many more in our book Master Expert: How to use Expertship to achieve peak performance, seniority and influence in a technical role.

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