4 ms·

True, if you're selling ERP systems. If you're selling ERP consulting where you go in and help clients figure out what they actually need, client #2 would be a

• JamesBarney 7y ago
  That's definitely true that you want to be selling what your client is buying :). But even in that circumstance I'd rather approach a lead that says "We need a consultant to come for a week look over our processes, and help us decide between these three ERP based on this criteria" :).
  • rpeden 7y ago
    That's fair, and your scenario is probably a good fit for a solo consultant. Companies who have no clue what to do but have a pile of money to burn tend to bring in big blue-chip consulting firms.
    • JamesBarney 7y ago
      I worked at Accenture, Avanade, a 100 person consulting company before starting my own with a couple of friends. And pretty much every time the client brought us in they had a pretty good idea what they wanted. Sometimes we'd be able to find problems the customer didn't know they had or solutions they didn't think about but that was almost never the reason for the original engagement.