What separates a real consultant from a con artist

Ever meet with a software consultant after months and think, "This person does not understand what we're doing here"? Frustrating, especially having been a consultant most of my career.

Some of those consultants are self-centered, may even be technically adept, but far more interested in making a buck than delivering real value. Others just aren't very skilled at the art of business analysis or general people skills. Sometimes they're outright con artists.

In my 30 years as a technical consultant, what my clients consistently appreciate is how I guide them through the process. I ask the right questions, and more importantly, follow-up questions. Then I'm able to effectively convey how my proposed solution addresses their goals and challenges, no cookie cutter proposals from me. Building iteratively, incorporating feedback as I go, was my instinct even before I learned Agile.

I don't do hard sells. I won't lie about the feasibility of a project just to get a contract signed. But I will take a genuine interest in your organization (it's my favorite part of my work), draw out the information I need to design a bespoke solution as robustly as the constraints allow, and ensure it's built in an extensible, configurable way, even though that means fewer maintenance contracts down the road.

If that sounds like the kind of consultant you'd prefer to work with, message me and let's talk about what I can solve for you:

🔧 Salesforce (including Financial Services Cloud)

📱 Mobile applications

🌐 Full stack web applications

🔗 Middleware and integrations

With deep vertical experience in both financial services and solutions that support the program work of nonprofits.

What's the worst consultant experience you've had? Mine is worthy of its own post.