And I am repeating myself, but there seems to be an inconsistent definition and perception what a consultant is and can do for a client and a lot of prospects have visions of the hotshot whipper snipper in an expensive suit an applies seagull management from 30,000 feet and does not connect the pie in the sky with the operational level then runs out the door. Been there to pick up the pieces, and so I have learned to wear a different title to make the client more comfortable. What is in a name, really.

I have bumped into the approved vendor list and the PI issue, but I have insurance to 10 million, this is not unusual in Australia. I have also heard number 3, and patience is a virtue, sometimes I left that with an open end to be called in a few months later when the dust settled.

I suspect that what we experience has a lot to do with perception issues of our trade, and in particular the association of the word consultant with the big boys. I do apply the try before you buy method - give me something defined that has been bugging the client to demonstrate my value.

I hear different barriers to buy from government and private clients, with government clients a lot of the barriers are about probity and the need for someone to cover their backside. I've been playing this game long enough to know how to get past those roadblocks - and the buzzwords that get me in the door. If I want to get in the door that is