How to become a subject matter expert
If working with colleagues, being a trusted advisor and learning more about different areas of your business sounds good, you may be wondering how to become a subject matter expert. In your role, you already deliver a great deal of value to the projects and proposals you are involved in. So, you can shift to become a subject matter expert by extending that value. Here’s how.
Identify and grow your expertise
The first step to become a subject matter expert is to identify what topic you’re uniquely knowledgeable about. Hopefully this is immediately clear to you. If not, start by thinking about your role. What do people come to you to ask about? Are there any work-related topics you enjoy learning about? How would expertise in a specific area deliver value to your company?
Once you’ve identified your area of expertise, it’s time to dive in. No matter how niche, there’s assuredly a wealth of information about your topic available to explore. With a simple online search, you’ll find free resources, peer networks, forums and more about your topic. As you deepen your knowledge, consider how it applies to your work. Now, share your relevant insights when appropriate with your colleagues. Becoming an SME doesn’t happen overnight. Just be patient and persistent.
Make yourself available for sales conversations
It’s no secret that getting in the door can be a challenge for your sales team. But for you, a domain expert, it might be a lot easier. Ian Altman, a strategic advisor and keynote speaker, discussed the value of including an SME in the sales process saying:
“SMEs provide a valuable resource to discuss industry trends, share best-practices, and delve into detailed discussions about how one solution might perform better than another. Whereas traditional sales professionals have noticed increased challenges in getting in front of customers, SMEs are welcomed into the room with open arms.”
Your knowledge could open the door for your business’s next big deal. Make yourself available to the sales team when strategic opportunities arise. With this in mind, be ready to talk directly with customers and share your passion for your field of expertise. There’s no substitute for human connection.
Communicate clearly and share your preferences
When you’re brought into a project, be realistic and transparent about your prioritization and workload. For example, when responding to RFPs with tight deadlines it’s important to communicate how the proposal team can support you and when they can expect your input.
In addition, proactively share your work process and preferences. If you handle your primary responsibilities in the morning and prefer to manage your SME role via email in the afternoons, let your team know. This insight will allow your colleagues to better understand how you can successfully work together.
Understand your role
Like many SMEs, you probably struggle with overextending yourself in an attempt to be helpful. Unfortunately, this well-intentioned habit can quickly lead to burnout. It is always tempting to lend your assistance when you see an opportunity to help. I recommend using a RACI matrix as a guide for project participation.
If you know from the beginning what role you play, you will be less tempted to volunteer for additional tasks. So, as projects come your way, remember and respect your role in the process. Be an expert in your area and trust others to be experts in theirs.
Offer feedback and be a part of go-no-go conversations
While you understand the excitement of sales, you won’t have time to waste on unwinnable opportunities. When a project or request for proposal is received that heavily intersects with your domain expertise, review it with the sales team during the bid or no bid discussion.
Use your knowledge to ask questions and proactively uncover problems or concerns. Granted, you might not make the final decision, but your input helps determine if the opportunity is a fit for your business. Your respectful and thorough feedback will go a long way to help educate others for future decisions.
Be the voice of reason
As the SME you must often set realistic expectations. If you pursue a new strategy or win a bid by overpromising, it rarely works out well. By delivering accurate information on a project or in a proposal, you set the stage for success. This approach protects the company from risk, establishes a reputation for honesty and builds a foundation for future growth.
Become a mentor
Help others develop their skills in your area. Keep your eye out for colleagues who show a keen interest in your domain. Sharing your knowledge and guidance to create more domain experts can be incredibly rewarding. As they deepen their knowledge, they can put what they’ve learned to work and help lighten your burden.
Do more with a centralized knowledge library
Eventually, you’ll probably field the same questions over and over again. From product development projects to RFPs, it’s wise to have easy access to answers and input you’ve shared before.
While some SMEs use spreadsheets or cloud-collaboration tools, our favorite tool for knowledge management is RFP software.
With an RFP software solution, you can store, categorize, tag and reuse your most common answers. Then, empower your proposal and project managers to use this as a self-service tool. Using the software, they can select and customize your response, but give you final approval to ensure any updates are accurate. Storing knowledge this way ensures you add value to your business even when you’re not immediately available to answer questions.
