consulting client thinks the application is the best software since Lotus 1-2-3, he is ready to open up his firm’s checkbook -- but wants to run the application by the internal guru and your small consulting firm, first.

Although the ISV’s marketing literature and Web site seem quite professional, upon further investigation you learn this $5,000 per seat package is built on an MS-DOS-based Clipper database engine (circa 1991).

The Bottom Line about Small Business Consulting

While your client might have been impressed initially with the demo at the trade show, you need to overcome the hype surrounding the application and save your client from making a sizable investment in an application that should’ve been retired or supplanted years ago. Otherwise, your prospect or client may end up squandering scarce IT budgetary resources that could be better invested in the network solution that you’re recommending.

Copyright MMI-MMVI, Computer Consulting 101. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Joshua Feinberg of Computer Consulting 101 helps you get more steady, high-paying clients. Learn how. Sign-up now for your free access to proven Computer Consulting 101 secrets at Computer Consulting 101