Encyclopedia of Leadership

13.11

PROFESSIONAL LEADERSHIP:

DELIVERING EXPERTISE

Inspired by Peter Block, Geoff Bellman, and thousands of consulting skills workshop participants.

Organizations are increasingly dependent on accurate, innovative, and timely professional

expertise from a wide variety of sources—engineering, systems, public affairs, human

resources, legal, environmental, finance—the list goes on. This tool is addressed to leaders in

such professional areas, providing them with a simple five-step model to better deliver their

expertise in a timely, appropriate way, so they are perceived as valued members who contribute

to the bottom line of the organization.

Organizations today offer and expect a great deal more of internal professionals working

in staff support roles. As described by one staff professional, “It seems to me that in the past,

the professional’s role started with someone else

assigning and framing the technical problem to

be solved. That is, the support professional

picked up gift-wrapped problems. The profes-

sional’s job ended with the presentation of his

or her recommendations. It was up to the line

manager whether the recommendation was

accepted and implemented. This is no longer the

case! What organizations need now are ‘full

cycle’ professionals who can take responsibility

for the entire expertise delivery cycle, from

clearly defining the business issue, to selling

their recommendations, through to sustaining

the change once their recommendations have

been implemented.”

Thus, to be effective today, professionals

need to possess more than technical expertise.

They also need a process for delivering their

expertise, like the internal consulting model or

framework illustrated here. Although rarely applied in a linear fashion, an internal consulting

model provides staff professionals with a purpose and strategy for their work. When chal-

lenged, they can confidently explain their consulting process to clients.

THE EXPERTISE DELIVERY MODEL

This is a field-tested, effective, five-stage model designed to deliver professional expertise inside

an organization. Thousands of professionals presently use, adapt, customize, and internalize

this model, confident that their consultations are following a proven process that leads to suc-

cess.

424 SECTION 13 TOOLS FORLEADINGPERFORMANCE

Taking Stock or

Closing

Recommending

Change

Gathering

Information

Clarifying

Commitments

Exploring the

Need

Client

Commitment