I'll give you a much simpler answer than I've seen so far, and it was given to me when I posed the same question. The advice proved to be some of the best I've

I'll give you a much simpler answer than I've seen so far, and it was given to me when I posed the same question. The advice proved to be some of the best I've ever received. ---- Learn how to sell ---- Consulting is an interesting ballgame because you might be the customer support and technical resource - but first you're the salesman. I made the switch about 9 years ago and the first year was brutal. Alot of the advice here is spot on but it reaches past the point that you landed a customer at a project price that you can endure for some period of time. A book that helped me with this a great deal was "You can't teach a kid to ride a bike at a seminar" by Sandler