Understanding ROI and honesty are the keys
Here I'm talking about working as a specialist consultant, rather than desk contracts.
Good clients understand return on investment - they know how much some software or advice will save them. They don't quibble when the ROI is obviously there - comments like "$1500? If you think you can fix this for that, just do it - I don't need a detailed estimate."
They're also honest and relatively open in their dealings with consultants. They don't play games or try to beat down the price (or estimate).
Working this out in the first meeting is tricky, and I've been wrong before. But if you present a clear phased plan of action and they start trying to fiddle with it with no good reason, that's a good indicator that they're going to be trouble.
And if you have trouble understanding them, or vice versa, walk away. It probably won't get any better.
Andrew
