> Typically, the principals of a consultancy do most of the sales work... There's nothing more impressive than hiring the actual principal to do the work versu

> Typically, the principals of a consultancy do most of the sales work... There's nothing more impressive than hiring the actual principal to do the work versus dealing with a flunky sales rep. What to do? Aggressively read up on how market & pitch your services. Become an expert on consultative selling. You might even enroll in a professional sales program like Miller Heiman. Ultimately, this is a core competency needed to grow any business. BTW, Alan Weiss has great food-for-thought on Value Based Fees, separates you from the hourly bozos > http://www.goodreads.com/book/show/1145457.Value_Based_Fees http://www.goodreads.com/book/show/1145457.Value_Based_Fees