The consulting industry is fiercely competitive and nets between $130B and $150B a year. In fact, professional consultants earn more money than many lawyers, doctors and other professionals. 

Offering free consultations is a common way for a software consultant to seize new accounts. But is there a red flag where a consultant may be giving away too many services for free? The worst scenario for a professional software consultant is to offer free services to the client and then never hear from them again once they no longer need their help. 

Although having the best intentions, many people will waste a consultant's time (i.e., client ignores or rejects any suggested approaches or solutions given by the consultant and seek the services of someone who will do it cheaper or will attempt to do it themselves). Small business owners especially can be challenging to work with. Some clients have a tendency to jump into projects before having adequate resources to finish what they have started, decide to go in a different direction midstream, while others simply don't want to spend any money when getting professional services. It's hard to believe, but some clients actually expect to receive free services for life. To counteract this notion, a software consultant can draw the line by offering free services within a promotional time frame and then begin charging a fee for services rendered after that time.

A good indicator of what a client's true intentions are is to monitor their activity within a specified period to see if their consultation activity bears fruit in the form of a contract. One big red flag is non-commitment on the part of the client. If they seem indecisive or vague about what they want it may be time to move on. Although there are times when a free consultation results in a paying client years later, who can wait that long? 

Less of Your Time is Wasted When You're Upfront

After being burned, some professional software consultants no longer give free consulting. They find that clients are much more willing to follow their advice when they have paid something. In order to close an account, a happy medium can be agreed upon by both parties involved as a way to build a long term relationship with highly qualified prospects. 

A software consultant's work, knowledge, skills and time are valuable. They can offer a potential client general solutions instead of addressing specific challenges. If a specific topic of discussion, troubleshooting session or other issue needs to be addressed, the consultant can inform the client of any upfront costs to receive a particular service if they need further assistance. Really, a free software consultation (if one is given) should be presented in a very similar way someone would hand out samples of a product at a grocery store. A professional consultant ideally wants clients to see how they can benefit using their services on a trial basis with a pitch leading to more extensive services which would only be available if they sign a contract with their firm. 

 Red Flags

When asked for my pearls of wisdom on this topic, I was tempted to respond with the excuse: "Sorry, can't comment. My asbestos underwear is out for dry-cleaning."

It seems both the emotions and mis-information surrounding HTML 5 run high.

And some information is just plain scary. Consider this direct quote from the W3C.

"The following elements are not in HTML5 because using them damages usability and accessibility:

The mainstay of a corporation is the data that it possesses. By data, I mean its customer base, information about the use of its products, employee roles and responsibilities, the development and maintenance of its product lines, demographics of supporters and naysayers, financial records, projected sales ... It is in the organization of this data that advancements to the bottom line are often realized i.e. the nuggets of gold are found. Defining what is important, properly cataloging the information, developing a comprehensive protocol to access and update this information and discerning how this data fits into the corporate venacular is basis of this data organization and may be the difference between moving ahead of the competition or being the one to fall behind.

Whenever we attempt to develop an Enterprise Rule Application, we must begin by harvesting the data upon which those rules are built. This is by no means an easy feat as it requires a thorough understanding of the business, industry, the players and their respective roles and the intent of the application. Depending upon the scope of this undertaking, it is almost always safe to say that no one individual is completely knowledgeable to all facets needed to comprise the entire application.

The intial stage of this endeavor is, obviously, to decide upon the intent of the application. This requires knowledge of what is essential, what is an add-on and which of all these requirements/options can be successfully implemented in the allotted period of time. The importance of this stage cannot be stressed enough; if the vision/goal cannot be articulated in a manner that all can understand, the knowledge tap will be opened to become the money drain. Different departments may compete for the same financial resources; management may be jockeying for their day in the sun; consulting corporations, eager to win the bid, may exaggerate their level of competency. These types of endeavors require those special skills of an individual or a team of very competent members to be/have a software architect, subject matter expert and business analyst.

Once the decision has been made and the application development stages have been defined, the next step is to determine which software development tools to employ. For the sake of this article, we will assume that the team has chosen an object oriented language such as Java and a variety of J EE components, a relationsional database and a vendor specific BRMS such as Blaze Advisor. Now, onto the point of this article.