As a fractional CTO, I've encountered numerous instances where clients have requested services outside my core expertise. Here's how I've approached such situations: Honest Assessment: I openly acknowledge the limitations of my expertise and provide a realistic assessment of the feasibility of the request. Leveraging Network: I tap into my network of trusted experts to find the right resources or partners to address the specific need. Collaborative Approach: I collaborate with the client to explore alternative solutions or workarounds that align with their goals. Transparent Communication: I maintain open and honest communication with the client throughout the process, keeping them informed of progress and potential challenges.

In my world, it is absolutely impossible to know everything. People know it. So it is OK to say that you do not know. That you cannot give a definite answer. If you can approximate one, it is OK to say it - as long as it is prefixed with some explanations. "I am not sure - I think it is X, but frankly it is outside my area of expertise." Even better, offer to connect them with someone who knows for real, either immediately or at a later point in time. It can also be worth asking the reasons that motivate that query. Perhaps the client is trying to solve a problem that you understand but focus on a narrow set of questions - the ones you cannot answer. If so, then you can engage on the broader topic as well to keep the discussion going.

When a client request falls outside your expertise, honesty and resourcefulness are key. Start by acknowledging the request and being transparent about your limitations while expressing a commitment to help them find the right solution. Something like, "That's not my area of expertise, but I can connect you with someone who specializes in this," shows integrity and keeps the client’s trust intact. Next, tap into your network or research pros or resources who can address their needs. Offering a referral or coordinating with an expert demonstrates your willingness to go the extra mile.

Me parece clave siempre ser con el cliente honesto y transparente. Cuando recibo una solicitud fuera de mi conocimiento y experiencia, me parece perfectamente válido decir: "No lo sé" pero siempre complementar con: "Pero lo anoto y te prometo investigarlo y ofrecerte una respuesta" y hacer todo lo posible por encontrar una solución. Creo que el cliente siempre valorará eso mas que un simple "no sé" y ya o improvisar con algo que uno no conozca.

When faced with a request outside my expertise, I would acknowledge the client’s needs, assure them that I’ll find the right solution, and collaborate with experts or partners who can address the request, ensuring the client receives the best possible outcome.

Don't fake expertise - your prospect is going to see right through you and loosing credibility will cost you the deal and even worse, your reputation (very difficult to fix). Instead, admit that you are no expert on the topic but that you know people who you will consult and get back to them with feedback.

When a client asks for something outside my expertise, I follow a principle (Adam Smith & David Ricardo) that’s always worked for me: Focus on what I’m great at and connect them with someone who’s better suited for the task. It’s not about trying to do everything, it’s about being honest and putting the client’s success first. By doing this, I build trust, because they see I genuinely care about their results. Plus, it strengthens my relationships within my network, which always comes back around in unexpected and positive ways. It’s a win-win for everyone.

Often, during my demos, a very interesting and often deeply technical question, which hasn’t been asked yet, will pop up. This is great because it confirms interest. Most of the time, I can answer using common sense, but I will always mention that the answer needs validation from a more expert colleague. Sometimes, I simply need to pause, take note of the question, and come back with an answer once I’ve conferred internally. Nobody knows everything, and in my view, clients and prospective clients prefer this honest approach!

If a client asks for something I'm not an expert in, I keep it real: "That's not my specialty but let me introduce you to my colleague or someone who can help". Clients respect and appreciate honesty - no need to fake it.