Finally, someone who understands that consultants need to focus on what technology can do "for" a client.

The comment, "Instead of focusing on a specific technology, McMann said consultants should strive to be a part of teams working on projects that focus on how technology is going to change..." is right on target.

Too many of my fellow consultants are focusing on the technology side of education. They want to learn a new technology so they can find work. If consultants split their time to learning not just the technology but how users of that technology could benefit from it's implementation, they will find a lot more work and find it will be much more rewarding - not just financially but psychologically as well.

When you can walk into a prospective client and tell them you have experience with "X". They look at you and think, "yeah so does everybody else in this stack of resumes". But when you can continue and explain to them how this experience will benefit them through specific productivity improvements, etc., you've just differentiated yourself from everyone else in that stack of resumes. Rate will become less of an issue as well as who ever else they're talking to.

That's just my opinion.

Thanks for reading.

Thomas J. Raef
20 year computer consulting veteran and author of:
"Consultant's Guide to Becoming Gainfully Self-Employed" available at:
http:\\www.consultantsadvocate.com\marketing-book.html