"From our newest to our most seasoned and successful leaders, Paul has created raving fans at GE Consumer Finance. What makes Paul so successful for us is that he knows how to talk to our people in a way that they get it."

Doug Hammond
Senior Vice President, GE Consumer Finance

The Knowledge Gap™

The Just Because You’re an Expert… Doesn’t Make You Interesting™ program focuses on the expert/novice conversation – the financial planner to her client, the healthcare provider to his patient, the CEO to his team, the attorney to the jury.

In the expert/novice relationship there is a Knowledge Gap - a gap between what the expert knows and what the novice needs to know to act. A financial services client needs to know something about financial planning to invest with confidence with their advisor. A patient needs to know something about dentistry before they agree to have their teeth capped. A jury needs to know something about the law and the evidence before they can reach an informed verdict.

Experts speak with novices in the language of the expert. As a result, experts sometimes try to make the novice more like themselves. This process – educating the novice, dragging them up to their level and speaking to them in the language of the expert – can be laden with complexity, confusion and wasted time. Conversations with experts are difficult for the novices to listen to. The irony of the expert/novice conversation is that even though it’s important, it’s not interesting.

Just Because You’re an Expert… Doesn’t Make You Interesting™ is about closing the knowledge gap and giving the novice confidence to act.

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