Robert Carter

When you are first introduced to expertise marketing it can be hard to imagine that there are experts hiding within your organization. We tend to think of experts as a small group at the top but in reality that is just the tip of the iceberg. Across teams and departments there are people with the knowledge, skills and experience to contribute to meaningful conversations with your audiences. These individuals may not always carry the title of expert but their perspectives can help explain complex issues, contribute to research and shape the content your organization produces. When their expertise is recognized and supported it can help build trust with key audiences including media, industry partners and prospective clients. The challenge many organizations face is knowing how to assess expertise in the first place. To identify these hidden experts and understand the role they can play in an expertise marketing program it helps to start with a simple question. What actually makes someone an expert? The 7 Attributes of Expertise By definition an expert is someone with comprehensive or authoritative knowledge in a particular area of study. While formal education and certifications can be important starting points many fields do not have a clear set of criteria that determines expertise. In practice expertise develops through a combination of training, research, professional experience and real-world application. It is also shaped by the level of trust and recognition someone has earned within their profession or community. When evaluating expertise across your organization it is important to consider the different roles people can play. Many individuals have invested years developing deep knowledge in their fields but not everyone is interested in speaking at conferences or appearing in the media. That does not reduce the value of their expertise. Many contribute through research, insights and content development that support broader visibility for the organization. Here are several attributes that help define expertise and the roles people can play within an expertise marketing strategy. Authority: Has a reputation with an audience as a trusted source of insight and perspective. Advocate: Demonstrates a commitment to advancing a professional community or area of practice. Educator: Teaches and inspires others through lectures, presentations or classroom instruction. Author: Develops articles, commentary or thought leadership that expands their reach and influence. Researcher: Generates new insights through research, analysis or field work. Practitioner: Applies specialized knowledge in a professional setting by delivering services or solutions. Graduate: Has formal education or professional training that demonstrates proficiency in a subject area. Understanding these attributes helps organizations see that expertise exists across many roles. Once those individuals are identified the next step is determining how their expertise can contribute to broader visibility and engagement.   The 4 Levels of Expertise Understanding how to promote expertise is an emerging discipline for many organizations. Unlike traditional career paths expertise does not always follow a predictable hierarchy. When we consider which experts are most visible to audiences it becomes clear that visibility is not always tied to seniority or authority within an organization. Professionals at many stages of their careers are now sharing insights through social networks, industry publications and personal platforms. This means that a senior researcher with decades of experience and a younger professional actively sharing insights online could have a similar level of visibility. Because visibility is influenced by personal motivation and interest in public engagement many organizations recognize the need to better identify and support experts across their teams. Doing so helps ensure that valuable knowledge is not overlooked and that more voices can contribute to meaningful conversations. The framework below can help organizations take inventory of their expertise and develop a path for individuals who are interested in contributing content and building visibility with key audiences. Now that we’ve provided a broader picture of what expertise looks like, it’s time for you to ask, “How does my organization stack up?”   Bench Strength: Taking Stock of Expertise Across Your Organization Expertise is in high demand. Audiences are looking for credible voices who can provide context and insight on complex issues. For organizations, this means it is critical to understand how their collective expertise can be channeled into meaningful conversations with their audiences. As you review the attributes and levels of expertise outlined above you may begin to recognize individuals within your organization who have valuable knowledge but may not have been considered visible experts before. Identifying these individuals is an important first step but recognition alone is not enough. Mobilizing expertise marketing requires support and investment from leadership across the organization. Senior leaders will want to understand the value of elevating internal expertise and how it contributes to reputation, visibility and opportunity. The organizations that succeed are those that recognize expertise as a strategic asset and take deliberate steps to surface it, support it and share it with the audiences who are actively searching for it. The Complete Guide to Expertise Marketing For a comprehensive look at how expertise marketing benefits the entire organization and drives measurable return on investment, follow the link below to download an industry-focussed copy of ExpertFile’s Complete Guide to Expertise Marketing: The Next Wave in Digital Strategy

AI is changing how people discover expertise.  Today, journalists, event organizers, researchers, and the public increasingly turn to tools like ChatGPT, Claude, Perplexity, and Google Search’s AI summaries powered by Gemini. Instead of clicking through pages of links, they expect clear, credible answers—often delivered instantly, with citations. That shift has major implications for organizations. It’s no longer enough for your experts to “rank well.” They need to be understood, trusted, and accurately represented by AI systems. So the real question becomes: When AI talks about your experts, does it get it right? This is where LLMs.txt plays an important role—especially when paired with an ExpertFile-powered Expert Center. What is LLMs.txt (In Plain English)? ...and why is it essential for expert content LLMs.txt is a small, machine-readable file placed on your organization’s website—in the case of your expert content alongside your main Expert Center. Its purpose is simple: to explain your expertise to AI systems clearly and unambiguously. “AI systems don’t just scan for keywords; they look for clear meaning, consistent context, and clean formatting — precise, structured language makes it easier for AI to classify your content as relevant.” Microsoft: Optimizing Your Content for Inclusion in AI Search Answers Rather than forcing AI to infer meaning from scattered pages, LLMs.txt explicitly tells systems: Who your experts are Which pages represent official, curated content How expert profiles differ from articles, Q&A, or research content How your organization’s expertise should be interpreted as a whole Think of it as a table of contents and usage guide for AI —helping large language models understand your site the way a communications professional would. Why This Matters for Visibility and Trust It Establishes Your Organization as the Source of Truth AI systems routinely synthesize information from multiple places. Without guidance, they may rely on outdated bios, scraped content, or secondary references. LLMs.txt provides a clear signal: This is our official expert content. This is what represents us. For ExpertFile clients, this matters because the platform already centralizes and curates expert content—from profiles and directories to Spotlights and Expert Q&A—ensuring that what AI sees is current, governed, and institutionally endorsed. The result: Greater accuracy, stronger attribution, and reduced risk of misrepresentation when your experts appear in the ever growing AI-generated overviews and answer. ahrefs: AI Overviews Have Doubled How It Improves Discovery Across AI Platforms It Makes Structured Expertise Easier for AI to Use ExpertFile is purpose-built to publish structured expert content at scale—content that goes well beyond static bios. LLMs.txt simply helps AI recognize and use that structure correctly. It clarifies the role of key ExpertFile content types, including: Expert Profiles → Canonical identity, credentials, and areas of expertise Spotlight Posts → Timely commentary, thought leadership, and research insights Expert Q&A → Authoritative answers to real-world questions Directories, Research Bureaus, and Speakers Bureaus → Curated collections of expertise by topic or audience This makes it easier for AI systems to: Match your experts to breaking news and trending topics Pull accurate summaries for AI-generated responses Identify the right expert for journalists, event organizers, and researchers Combined with ExpertFile’s extended distribution through expertfile.com and the ExpertFile Mobile App, your expertise is not only published—but actively discoverable across channels used by key audiences . How It Builds Organizational Authority It Connects Individual Experts to Institutional Credibility Without context, AI may treat expert pages as isolated profiles. LLMs.txt helps connect the dots. It tells AI that: Your experts are curated and endorsed by the organization Their insights are part of a broader expertise ecosystem Your institution has depth across priority subject areas This aligns closely with how ExpertFile structures content to support E-E-A-T (Experience, Expertise, Authority, Trust)—not just at the individual level, but across the organization . The outcome: Your organization is recognized not just as a collection of experts, but as an authoritative source of knowledge. How It Works with Google, Gemini, and AI Search Supports AI Summaries, Citations, and Knowledge Panels LLMs.txt helps ensure that when Google’s AI: Summarizes your organization Cites expert commentary Builds “about this topic” panels …it draws from your official, structured ExpertFile content, rather than fragmented third-party sources. This complements ExpertFile’s existing SEO and AI-discoverability foundation, which includes clean code, proper meta data, schema markup, and frequent crawling by both search engines and AI bots. How LLMS.txt Fits with SEO, Meta Tags, and Schema LLMS.txt doesn’t replace SEO—it builds on it. Traditional SEO elements such as page titles, meta descriptions, schema.org markup, and internal linking remain essential for helping search engines index and rank your content. ExpertFile already delivers these fundamentals out of the box, continually testing and evolving SEO and GEO (Generative Engine Optimization) standards as search changes . “Semantic SEO helps search engines understand context... it now helps bridge a critical gap between traditional SEO and newer generative engine optimization (GEO) and AI optimization (AIO) efforts.” Search Engine Land: Semantic SEO: How to optimize for meaning over keywords LLMS.txt adds a layer designed specifically for AI systems: Schema explains individual pages LLMs.txt explains your entire expertise ecosystem In simple terms: SEO helps your content get found LLMs.txt helps AI understand, summarize, and cite it correctly Together, they ensure your experts are not only visible—but accurately represented wherever AI is shaping discovery. Why This Is Especially Powerful on ExpertFile ExpertFile was designed to future-proof expert visibility—offering structured publishing, governance, distribution, inquiry management, analytics, and professional services as part of a continuously evolving SaaS platform . LLMS.txt acts as a multiplier on that foundation: Turning your Expert Center into a machine-readable expertise hub Strengthening AI discovery without adding operational burden Supporting emerging use cases like automated expert matching and AI-assisted research It’s not about chasing new technology. It’s about ensuring your expertise is clearly defined, properly attributed, and trusted—now and in the future. The Takeaway An LLMs.txt file on your ExpertFile organization page helps ensure that: Your experts are found by AI tools, not overlooked Your content is interpreted correctly, not flattened or misrepresented Your organization earns authority and trust in AI summaries, citations, and search results “AI search isn’t eliminating organic traffic. But it is reducing visits to source websites… Measure presence (citations, mentions) alongside traffic to see real impact.” Semrush: AI Search Trends for 2026 & How You Can Adapt  As AI becomes the front door to information, LLMs.txt helps make sure that when people ask for expertise, your organization is the answer they get.

As a company dedicated to “Expertise Marketing” we work with some of the largest organizations from higher education and healthcare, to top global corporate brands. What these organizations have in common are smart, educated professionals…and a lot of them. The types of individuals that would be valuable ambassadors, true thought leaders, helping you deliver on your organization’s reputational and revenue goals. Instinctively marketing and communications teams recognize the intrinsic value of this human capital and have created a variety of “Thought Leadership” and “Expert Marketing and Directory” initiatives. The overriding objective is how to best connect their experts to audiences that matter. Seeking opportunities ranging from acting as media sources to event speakers to providing a valuable entry-point for research and business collaboration, even lead generation. To execute on this goal, one of the most effective approaches, and starting points for any expertise marketing program starts with better profiling their experts and related insights on their website. Building out and leveraging this expert content is at the core of most expertise marketing efforts. Despite the promises these web initiatives offer, most programs don’t deliver organizations the results they were hoping for. Success most often has nothing to do with how smart your people are. Some of the largest organizations with deep rosters of expertise fail where smaller organizations consistently punch above their weight. When creating an expertise presence on your website there are important areas to consider. The following represents the top 5 reasons many expertise marketing programs fail and how to maximize your success.  Reason #1 You’re missing critical team members There is no “going it alone” when starting a program like this.  Having the following individuals onboard at the start is crucial. Don't worry, these aren't all full-time resources by any means.  As your program progresses, these individuals may come in and out in terms of importance, but having access to them over the lifetime of your program will positively impact your success. At the core, you need access to the following individuals. Program Champion Having a senior leader as a champion is pretty much table stakes for any successful company-wide initiative such as this.  Someone who can articulate to others, both up and down in the organization as to how this initiative fits into the broader long-term goals of the organization is imperative. Failure to establish this individual upfront puts your program's future at the whim of shifting priorities and budget cuts. Marketing/Communications You need someone with ongoing responsibility for maintaining and promoting your roster of experts and their content.  This ensures your most relevant experts are showcased at the right time to meet the changing demands of your audiences and the news cycle. Digital/Web You need someone with the keys to the website/CMS. Ensure you have connections to people who control not only your small area of the website such as a newsroom or department level webpages but also those that have access to the layouts and navigation of the broader website.  The latter is important as it helps prevent your expert content from combing isolated and disconnected from the rest of your website. IT The level of involvement of IT is highly dependent on how you’re looking to implement your expert content on your website. By leveraging a variety of content implementation tools from simple "cut and paste" embeds to WordPress plugins you can severely limit the necessity to involve IT. However, depending on your budget and goals, IT can leverage a platform's API, accessing advanced layouts and functionality, including integrating with other systems your organization may already be using. Engaged Experts Last but not least, having your experts on board is critical. By properly communicating upfront and ongoing with your experts around the goals of the program, you're helping ensure your content best represents the talents that lie within. We realize it is often difficult and sometimes cost-prohibitive to assemble such a team. It is important if you don’t have access to all these members in-house that you access them through an external partner's professional services offerings. This could include assisting with building out content such as profiles and posts or providing technical assistance in integrating this content into your website. Reason #2 You’re relying too much on IT for implementation or updating. To be successful long term, it is important that key owners of the expertise marketing program feel empowered to take control of their expert content. From creation to ongoing management, those with marketing communications roles and others closest to their organization’s expertise need the flexibility to update content in real-time to remain relevant and up-to-date. Being able to quickly log into an external platform that syncs content with your website is key.  It eliminates the need for special access to your CMS or the possible requirement for IT to be in control of your updates. It also allows for a mix of individual expert and administrator access providing the highest level of flexibility. Often left out in IT-focused builds is how you will effectively handle inquiries.  Simply showing emails and phone numbers is a recipe for missed opportunities (and SPAM) as these experts are some of the most time-constrained individuals in your organization.  Ensuring you have access to a customizable workflow feature is essential in ensuring your organization doesn't miss potential time-sensitive inquiries. When working with IT to implement an Expertise Marketing Program on your website, you will often be presented with a “we’ll build it for you option” vs using a purpose-built platform. Understanding the tradeoffs of this approach is critical. One of the greatest benefits of using a SaaS platform, besides costs, is that you constantly have the most up-to-date software, with the latest features and functionality to best showcase your expertise. To learn more, download the “True Costs of DIY” to better understand the tradeoffs and functional requirements needed for success. Reason #3 Your expert content is siloed, one-dimensional, and rarely updated. This is by far one of the biggest reasons programs fail.  Well, it's actually a number of reasons, but it all relates back to how your content will be perceived and ultimately drive connections with interested audiences.  By addressing the following you'll present not only better but more easily discoverable expert content that drives inquiries. You have boring, not engaging profiles for your experts Before people feel comfortable reaching out they need a good sense of the person. Profiles that lack media assets such as video, publications and even podcasts are one-dimensional. Furthermore, showcasing past media and event appearances provides an enhanced level of credibility. Focused solely on a directory & profiles Your expertise is more than just showcased through a profile found in a directory. Adding long-form posts where experts can share their insights and even expert focussed Q&A (download report on "The Power of Q&A") provides audiences additional ways to connect with your experts. Ensuring all these additional assets connect back to your profiles provides more insight into the person behind the expertise. No main website navigation Despite adding menu navigation on a specific web page, such as a newsroom or About Us page, most organizations neglect to add navigation to their main website’s menu structure. You can never assume visitors will know where this content resides. We recommend multiple links in both headers and footers to your expert content. Names such as “Find Experts”, “Media Sources” or “Research Experts” are some of the most common, accessible from overall menu items like “About Us”, “News” or “Research”. Expert content stuck to one small area of your website If you restrict your expert content to just one area, you’re just making discovery that much harder and limiting exposing the breadth of expertise you have in-house. Highlight your experts and expertise on your homepage or in key sections of your website. Refine your experts and their insights found in posts or Q&A by tagging them based on specific topics and showcasing just those experts in various areas of your website. Using a dedicated SaaS platform means that when you update content it updates everywhere, making changes quick and easy. Expert content never gets updated This is a big issue for organizations that build in-house or through their CMS. Visitors can quickly understand that the content isn’t fresh and it reflects poorly on the individual and the organization as a whole. The key to ensuring content is maintained is to provide multiple access capabilities where admins (internal or external) and the experts can maintain the content. Failure to respond in a timely manner to inquiries Displaying content that exposes phone numbers and emails of your experts is not the best approach...both from a privacy and timely communications standpoint. Without an advanced inquiry workflow that alerts multiple members of your team, you risk missing out on time-sensitive requests such as those from journalists.  Reason #4 You haven’t considered everything needed to win the SEO game. Building out content on the web without having a plan for how external and internal search engines will interact with your pages is a big mistake. Organic search can play a big role in discovery leading to valuable opportunities. Before you consider your new expert content pages ready, ensure you've taken into account the following. Proper Meta Data Do your expert profile pages have dynamically created titles, descriptions and keywords that automatically adjust to changes in areas such as an individual's expertise? Schema Data Do you have proper schema tags that indicate to Google and other search engines the type of content displayed as well as the credibility of both the individual and organization behind it. Sitemaps Have you ensured all your pages have been added to your sitemap. Is it automatically updated when new experts or pieces of expert content are added? Google Search Console Are you pushing pages directly to Google by requesting important new content is updated in the search index. For more info on better SEO read my Spotlight "Why Expertise Ranks Higher". Reason #5 You’re not doing enough to actively promote your expertise… a “they’ll just find us” approach usually fails. It's like owning a Porsche and leaving it in the garage…pretty to look at but you’re not realizing its full potential. Simply putting your expert content on a web page is only the start. Successful organizations actively distribute these assets, sharing links to profiles and other content elements like news posts or Q&A in a variety of ways. Social Media Channels They start by promoting these assets on their social media channels, from their Twitter feeds to Facebook and LinkedIn posts. Media Distribution Software Whether it is systems like Cision or Meltwater, including links to expert profiles and related content when reaching out to journalists adds a layer of depth to your pitches. Press Releases Every time you reference your organization's expertise, include links to additional content and individual experts for more insights and pathways to connect with real people. It sounds like a lot, but with a bit of planning and some ongoing maintenance, a properly constructed expertise marketing program can deliver incredible results for many years. To be successful it's more than just firing up a few new web pages. However, with the advent of specialized platforms specifically designed for these programs, and a bit of guidance, it is easier than ever to create an expert content footprint on your website and deliver valuable connections for your organization.