What do you mean by “knowing what your best people know best?”

Top performers make judgment calls that separate great outcomes from average ones. They read situations differently, prioritize what matters, and adjust when the standard approach doesn't work. This kind of applied expertise (“wisdom”) rarely makes it into playbooks or training. It lives in how they think, not just what they do.

Don’t traditional knowledge management tools solve this?

Knowledge platforms capture content, not context. They store documents, but they don’t capture how experts notice cues, weigh constraints, or adjust their approach under pressure.

Can’t AI capture wisdom on its own?

Not yet. AI is strong at analyzing explicit knowledge, finding patterns, and reconfiguring information. But it struggles with more “human” tasks such as sensing cues, applying tacit memory, exception handling, and managing social dynamics. These elements depend on human experience. AI can scale wisdom only after the wisdom has been extracted and structured. Without that, AI just amplifies partial knowledge.

How is this different from sales training?

Training teaches skills and process. What we capture is the judgment that determines when to take a specific action, break from process, and read situations a playbook doesn't cover.

How do you capture wisdom in practice?

We have a tight, four step process designed to deliver value quickly and unobtrusively.

IDENTIFY Organizations first identify the capability they want more people to masters such as negotiation, incident response, executive engagement, etc. Then they identify the employees who already model that capabilities.

HARVEST We run event-based interviews with selected employees that surface the signals, decisions, exceptions, and reasoning experts use in real situations.

VALIDATE We review the collected and synthesized interview data with you to separate the individual quirks from the actionable, high-value wisdom others can apply. We’ll also decide decide which programs or tools are best suited to deliver each practice.

PACKAGE We’ll turn the validated wisdom into content that can be plugged into existing tools and programs (onboarding, playbooks, enablement modules, AI-ready libraries, etc.) so it can be applied at scale.

How long does this take?

Typically 4-8 weeks from kickoff to deliverable. The timeline depends on how many experts we interview and how quickly we can schedule them. Most interviews are 60-75 minutes, and we usually need 3-5 experts per capability area.

What’s the deliverable?

Structured content designed to plug into your existing tools; onboarding modules, playbook additions, enablement materials, AI training libraries. The format depends on what you'll actually use. We don't hand you a report and walk away.

Will we need to change or add new systems and tools?

No. The output is designed to fit what you already have, whether that's your LMS, enablement materials, playbooks, Slack/Teams posts, or your AI tools. We package it for integration, not replacement.

What if our top performers don't want to participate?

We position this as leadership recognition, not an audit. Most top performers are willing to share once they understand it's about scaling what already works, not creating more work for them. If someone declines, we work with the experts who are willing.