Stay In Your Lane or Take A Detour: Accepting Work Outside Your Expertise

You’ve been presented with an opportunity that seems too good to pass up. It might be a new type of project, a new client, or a chance to enter a new market. It’s new revenue.

But there’s a catch: it’s not quite within your expertise, but you know you can handle it. You might be tempted to dive in headfirst, but hold on a minute.

We’ve seen these scenarios play out many times.* 

Business leaders who stay too much in their lane often miss out on new and exciting opportunities, while those who jump around too much can end up spreading themselves too thin.

But taking on work that’s outside your comfort zone can be a great way to grow your business and expand your skill set. It’s all about finding the right balance.

So how do you navigate these situations and make the best decision for your business? Let’s explore some scenarios to consider before you make the leap.

A Big Deal Isn’t Always The Best Deal

You’re in the midst of intense negotiations with a major client. They’re interested in a big project that could mean a significant boost in revenue for your company.

It’s a great opportunity, but you need to be careful. You don’t want more than 30% of your revenue tied up in one client. 

Having a diverse revenue stream with a good portfolio of clients is essential to your firm’s stability. 

If this deal is that big, it could jeopardize the diversity of your revenue streams and end up not being a risk worth taking. 

Consider the potential long-term impact on your business before making any decisions.

When Small Projects Pose Big Challenges

As CEO of your family-owned business, you’re constantly juggling multiple priorities for your team. Big deals aren’t the only things that can make you pause. 

It could be a good friend asking for help with a smaller project that’s not quite in your lane, or a colleague seeking assistance with a technical issue you aren’t totally familiar with. 

But before you agree to help, it’s important to consider the potential impact on your business.

Sometimes it’s better for your business to decline the opportunity. If you’re already stretched thin, taking on a project would strain your resources. You’re not doing anyone any favors by agreeing to it.

Saying no is often easier than you’d think, especially when you evaluate the situation and identify how to do it in a way that’s respectful and honest. 

It’s important to consider the relationship with the person who requested your help, but you also have to remember that a true friend or business partner will respect your desire to do what’s right for you and for them.

This is also a great opportunity to introduce your client to someone in your network who’s better equipped to assist.

The Pros and Cons of Accepting Work Outside Your Sweet Spot

Another scenario is when a client wants your expertise, but the project requires knowledge outside of your typical skill set.

You’re comfortable with two-thirds of the project. It’s the other third that makes you nervous.

You want to keep this client and expand your offerings, but you’re also wary of taking on work that you’re not fully qualified for.

Sure, you could let the client know that you’re only able to do the portion of the project you’re familiar with. But this puts the responsibility to find another vendor on the client. Something they might not be comfortable managing.

Of course, you can always say no.

Another solution to avoid this tricky conversation is to bring in and manage a third party who has the necessary expertise to assist with the project. This way, you can still offer your services while mitigating the risks of taking on unfamiliar work.

Navigate New Ways of Delivering Your Expertise

Clients sometimes seek your expertise in a way that doesn’t align with your typical service delivery. 

Maybe your client is working on a new project and asks for someone from your team to come in three days a week to help.

But you’d much rather keep the work and your people in-house and not engage in employment staffing. 

In scenarios like this, take a step back and ask questions to gain a better understanding of the client’s problem. This will enable you to develop a solution that aligns with the way you deliver your expertise.

Remember, you’re the expert. It’s essential to be bold and candid when speaking with the client. A good client will appreciate your honesty and be open to working with you to find a solution that works for everyone.

Know When to Stay in Your Lane and When to Take a Detour

When deciding to stay in your lane or not, be open with clients, reframe opportunities to align with your expertise, and consider the strain on your business. 

Consider the impact on your reputation, opportunity costs, and the potential to broaden your expertise.

It’s a balancing act, and ultimately, it’s up to you to evaluate the opportunity and decide what’s best for your business.

Just remember, while there are risks to taking on new challenges, the rewards can be significant if you’re up for it!

*The content for this blog post came from a fruitful discussion amongst the members of Philadelphia III, a HighRise Networks Mastermind group of which I have the privilege of chairing. The contributors to this discussion include Patrick Timoney of Devine Timoney Law Group, Shawn Doherty of Energy Transfer Solutions, LLC, Ryan Stillwell of Stillwell Risk Partners, Brad Kushner of Stevens & Lee, Bryan Hornung of Xact IT Solutions Inc, Erin Dimitriou Smith of Triou Marketing, LLC, and Paul Savini of Viaable.

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