In a recent article on Redmondmag.com, Greg Shields writes about the challenges of moving from an internal or corporate information technology role to that of a consultant. Overall, the article is a good look into the world IT consulting and the pitfalls that accompany it.
Sadly, in a sidebar entitled 10 Unwritten Rules of Consulting (Written Down), the #4 rule is “Don’t be afraid to charge for your time.” BAM!!! Anyone following this advice will be forever mired in the billable hour. This is very bad advice, Greg.
My advice: IT Consultants know that you are knowledge workers! You don’t sell time, you sell your knowledge. You can’t charge for knowledge by the hour! Don’t get yourselves stuck in the pinko-commie, bed-wetter trap known as the billable hour.