I have often been accused of giving away too much to clients and potential clients, but how much is too much? How do you determine that magic line between too much and too little? I realize that you are giving away potential consulting profit when you give away too much, but also realize that unless you expose your knowledge on the subject the potential business may go to another consultant.
For me, I think that my personality preferences are the culprit. I just cannot help wanting to help! Before my mind can think, my mouth gives out the information! If money was what drove me, this would obviously affect reaching my goal. The act of sharing what I know and helping others is really what keeps me doing what I do, not the money.
I believe that it is the practical application of knowledge that makes it valuable and just because you give away the knowledge, the person may need assistance putting it into practice, thereby potentially earning me a client. As Anton Chekov once said, “Knowledge is of no value unless you put it into practice.”
My experience, and wisdom, in sharing my experience with others has proven to be more rewarding than holding back for the dollar, whose reward is fleeting. I also find that because I share, clients come to me when they do have a project that provides the monetary rewards.
“Knowledge is knowing the tomato is a fruit; wisdom is not putting it in a fruit salad.” Miles Kington
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