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Writer's pictureDr. Frank Lampe

Thought Leadership: What it is, where it comes from and how companies benefit from it

The term thought leadership is omnipresent in the modern business world. But what exactly does it mean? Who coined this approach and how can companies benefit from it? In this article, we take a closer look at the concept of thought leadership.


What is Thought Leadership?

Thought leadership describes the ability to be perceived as an opinion leader or thought leader in an industry or field. Thought leaders are characterized by innovative ideas, expertise and a strong presence in relevant discussions. They set the tone, inspire others and set trends that are picked up by the industry.

A thought leader is not only an expert but also an innovator who challenges existing approaches and offers new perspectives. This is often done through publications, speeches, blogs, social media activities or interviews that inform and inspire people.


The Emergence of Thought Leadership

The term thought leadership was first coined in the 1990s by Joel Kurtzman, former editor of Strategy+Business magazine. Kurtzman used the term to describe individuals or organizations that are characterized by groundbreaking ideas and deep subject-matter knowledge. However, the practice of using expertise as a competitive advantage extends well beyond this time.

Even in earlier centuries, thought leaders played a central role - be it in science, politics or business. However, the systematic application of this concept in corporate communications and marketing is a relatively new phenomenon.


Where is thought leadership used?

Thought leadership is used in numerous areas, especially in:

  • Marketing and PR: Companies use thought leadership to position their brand as an expert in a particular field and build trust.

  • Sales: Thought leadership content can positively influence potential customers’ purchasing decisions by providing added value and demonstrating expertise.

  • Personal Branding: Executives and entrepreneurs use thought leadership to strengthen their personal brand and advance their careers.

  • Promoting innovation: Thought leadership inspires internal teams and partners to develop new approaches and solutions.


Which companies benefit from thought leadership and how?

Thought leadership offers enormous advantages to companies regardless of their size. The best-known examples often come from the technology, consulting and creative industries, but start-ups and medium-sized companies can also successfully implement the concept.

1. Technology companies:

  • Example: IBM, Microsoft, Google. By regularly publishing white papers, studies and innovations, these companies position themselves as leading forces in the industry. This creates trust and strengthens the brand.

2. Consulting firms:

  • Example: McKinsey, Boston Consulting Group (BCG). Thought leadership in the form of industry reports and strategic analyses increases credibility and attracts customers who want to benefit from the expertise.

3. Start-ups:

  • Example: Companies like Tesla (in the early stages). By combining innovative ideas with charismatic leaders (e.g. Elon Musk), start-ups gain attention and establish themselves as market leaders.

4. Consumer goods companies:

  • Example: Unilever, Patagonia. These companies use thought leadership to address issues such as sustainability or social responsibility, which strengthens their brand image and attracts an engaged customer base.


How exactly do companies benefit?

  • Increased brand awareness: Thought leadership increases visibility in the industry, to potential customers and beyond.

  • Building trust: An expert status conveys credibility and strengthens the bond with customers and partners.

  • Market advantage: Thought leaders set trends that competitors only pick up later. This advantage can be monetized.

  • Talent acquisition: Companies that are seen as innovative and pioneering attract highly qualified talent more easily.

  • Increase sales: Thought leadership supports the sales process by convincing potential customers with valuable content.


Not all companies benefit equally from thought leadership. Several factors can limit the effectiveness of this strategy or minimize its benefits. Here are the main reasons why certain companies cannot or have difficulty benefiting from thought leadership:


1. Companies without a clearly defined target group

Thought leadership works best when content is targeted at a specific audience. Companies that do not have a clearly defined target audience or detailed knowledge of their customers' needs, problems and interests will struggle to create relevant content. Without a clear approach, thought leadership will not be effective.

Example: A discounter that sells everyday products without any deeper technical or content aspects often has little scope to position itself as a thought leader.


2. Companies in highly regulated industries

In highly regulated industries (e.g. pharmaceuticals, banking or energy), companies may be constrained by strict regulations. These restrictions make it difficult to address innovative or controversial topics – an important aspect of thought leadership.

Example: Pharmaceutical companies, strict advertising and information policies may prevent a company from communicating freely about innovative approaches or research results.


3. Companies without expertise or innovative strength

Thought leadership requires expertise, industry knowledge and innovative ideas. Companies that focus heavily on routine work or mass production and do not offer any special added value or unique perspectives often have no basis for positioning themselves as thought leaders.

Example: Manufacturer of generic products. A manufacturer of standard parts (e.g. screws) might have difficulty finding topics that are exciting enough to be perceived as a thought leader.


4. Companies with a purely short-term focus

Thought leadership is a long-term strategy based on trust, credibility and relationship building. Companies focused solely on short-term gains and quick transactions rarely invest the time and resources necessary to build thought leadership.

Example: Companies in a price war. A company that only competes on low prices and does not place any value on brand building or customer loyalty will not benefit from thought leadership.


5. Companies with low brand awareness or limited resources

Thought leadership requires investment in content creation, research and marketing. Smaller companies that have few resources for these activities or whose brand is still completely unknown struggle to get their voices heard in their industry.

Example: Local micro-enterprises. A small craft business that only focuses on the region and has neither digital channels nor a marketing budget can hardly reach a larger target group.


6. Companies with a lack of authenticity

Thought leadership is based on trust and credibility. Companies that do not communicate authentic values or where there is a strong contradiction between their external presentation and their actual practices risk losing their target audience. Credibility cannot be replaced by empty promises.

Example: A company that promotes sustainability as a marketing strategy but in reality does not act in an environmentally friendly manner will not be taken seriously as a thought leader.


7. Companies without a digital presence

Nowadays, thought leadership takes place primarily online, whether through blogs, social media or webinars. Companies that do not have a digital presence or neglect digital channels have little access to the platforms on which thought leadership can be implemented effectively.

Example: Companies without a social media strategy. A company that does not have a website or social media channels cannot distribute its content effectively and remains invisible


Conclusion

Thought leadership is more than just a marketing tool – it is a long-term strategy that combines innovation, expertise and communication. Companies that credibly communicate their vision, values and expertise can position themselves as opinion leaders and thereby not only strengthen their own brand, but also shape their industry.

Regardless of company size or industry, those who seriously pursue thought leadership can achieve a sustainable competitive advantage. However, it requires patience, commitment and a willingness to continually add value.


Author:

Dr. Frank Lampe, independent online marketing consultant, author, lecturer and long-time marketing director for B2B technology companies and startups.

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