Do you have a model?

What I mean by that is some kind of framework or methodology or way of looking at the world that you share with your clients that helps them make sense of the problems they're facing or the goals they're trying to achieve.

My models are things like Client Flow and Customer Insight Mapping.

Michael Porter is famous for his Value Chain and 5 Forces models. Tom Peters and Bob Waterman launched their careers by creating McKinsey's 7S model. You've probably used stuff like AIDA or the concept of a USP yourself. Or SPIN for selling or BANT for qualifying prospects.

Good models help simplify the world and guide action. And they show you know what you're talking about.

There are hundreds of books and thousands of blogs and articles on most topics. It's often claimed that if you want to become known as a “go to expert” you should add to that mass of information by writing articles and books yourself.

But for me, your first step should be to develop valuable ideas and concepts and turn them into a model people can use.

Writing articles and books without this just adds to the noise. Creating a valuable model that triggers “lightbulb moments” with your readers positions you as an expert.

If you don't have your own model, concept or methodology then you might want to start working on one. Like me, you might also find it helps you understand and teach your topic better too.

Your model doesn't have to be rocket science. In fact it's often better if it's not. What you're really looking for is something simple.

It could be the steps in a process (e.g. Client Flow for winning clients or SPIN for selling).

Or a way of analysing the big factors in a tricky situation (Porter's 5 Forces for strategy, for example).

It could be a list of the key factors for success (like the Good To Great Input Principles or Covey's 7 Habits).

It could be a situational tool that suggests what to do (like the BCG Growth Share matrix or Blanchard's Situational Leadership model).

In each case, you start off with what feels like a complex situation, but you simplify it down to the salient factors to guide action.

What you're doing is taking the processing you normally do in your brain when you work on a client problem and bringing it out into the open (often improving it in the process).

You'll be surprised at how helpful this can be with your clients. And it makes your insights much easier for them to share and talk about.

Want to be known as an expert? Have a model.