Who's the expert? I think you are.

I'm a reformed professional business expert. For years I made a living telling business owners what to do, how to do it and when to do it. And, I have the credentials to back up my advice, an MBA and decades in business. I skillfully analyzed problems, made recommendations, designed training programs, found activities that reinforced the lessons and I "held" my clients accountable for scheduled follow-up phone calls. And many clients used what I shared to start businesses and grow their business. But, many did not. Too many struggled to put my suggestions into practice, they worked too hard, with too little fun or just gave up.

I held these clients responsible for failing, they were too stubborn, lazy or just not capable of following my advice. I told myself that these "noncompliants" failed themselves.

But do all businesses fail because they don't follow the expert's advice? After all, it seems like a simple transaction; the expert tells, and the clients listen. I now see a critical difference between the businesses that prospered under my advice and those that failed. Those that enjoyed great success never handed me the keys to the car and sat back to enjoy the ride. They never relinquished their responsibility to be the expert in the business they were building. 

These owners knew that there can only be one expert, and it wasn't me.  They were eager learners, welcomed advice, and put many of my suggestions in place, but they always filtered every recommendation against what they wanted to build. Sure I knew more about some aspects of their business, but these clients kept their vision front and center and took that responsibility seriously. They decide what to do, why to do it and how to do it in keeping with the business they are creating. 

Many new businesses seek an expert. Someone to take their hand and lead them to significant revenues and the satisfaction of being their own boss.  That doesn't work. Successful businesses learn from many sources but stay true to themselves. I now support new owners differently. Of course, I still offer advice with the proviso that it has to their decision to reject or accept my opinion.  I do recommend other resources, but I now serve more as a navigator. I help keep my clients moving forward, I point out where the going may get rough, remind them of their to-do lists and point the way to their destination. And I remind them that they are the expert in their business. The result is a smoother road, fewer breakdowns and more clients arriving at their destination still excited about the journey and enjoying the trip.