Specialization

Deliberately narrowing what you do and for whom you do it, so that the client has few or no substitutes for you. It is proclamation #1 of the Win Without Pitching Manifesto and the power source every other expert behavior depends on: fees, selectivity, and the ability to refuse free work all collapse without it. For WPH it is the difference between “a Webflow agency” (one of thousands) and “the enterprise automotive digital infrastructure partner for SE Asia” (plausibly one of one).

First used in: 1.2 · Power: expert vs vendor