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Mr. Eckel,

Excellent article sir. Unfortunately, during the Great Recession, clients are using consultants and contractors interchangeably because of wage depression. Consultants are going to have to do more to differentiate themselves in the marketplace so their value is communicated far better.

I think the best resource on accomplishing this is reviewing the works of Alan Weiss or Brian Tracey. However, their concepts are hard to grasp for many IT consultants since marketing and communication skills are not normally cultivated by IT pros.