The consulting industry is fiercely competitive and nets between $130B and $150B a year. In fact, professional consultants earn more money than many lawyers, doctors and other professionals. 

Offering free consultations is a common way for a software consultant to seize new accounts. But is there a red flag where a consultant may be giving away too many services for free? The worst scenario for a professional software consultant is to offer free services to the client and then never hear from them again once they no longer need their help. 

Although having the best intentions, many people will waste a consultant's time (i.e., client ignores or rejects any suggested approaches or solutions given by the consultant and seek the services of someone who will do it cheaper or will attempt to do it themselves). Small business owners especially can be challenging to work with. Some clients have a tendency to jump into projects before having adequate resources to finish what they have started, decide to go in a different direction midstream, while others simply don't want to spend any money when getting professional services. It's hard to believe, but some clients actually expect to receive free services for life. To counteract this notion, a software consultant can draw the line by offering free services within a promotional time frame and then begin charging a fee for services rendered after that time.

A good indicator of what a client's true intentions are is to monitor their activity within a specified period to see if their consultation activity bears fruit in the form of a contract. One big red flag is non-commitment on the part of the client. If they seem indecisive or vague about what they want it may be time to move on. Although there are times when a free consultation results in a paying client years later, who can wait that long? 

Less of Your Time is Wasted When You're Upfront

After being burned, some professional software consultants no longer give free consulting. They find that clients are much more willing to follow their advice when they have paid something. In order to close an account, a happy medium can be agreed upon by both parties involved as a way to build a long term relationship with highly qualified prospects. 

A software consultant's work, knowledge, skills and time are valuable. They can offer a potential client general solutions instead of addressing specific challenges. If a specific topic of discussion, troubleshooting session or other issue needs to be addressed, the consultant can inform the client of any upfront costs to receive a particular service if they need further assistance. Really, a free software consultation (if one is given) should be presented in a very similar way someone would hand out samples of a product at a grocery store. A professional consultant ideally wants clients to see how they can benefit using their services on a trial basis with a pitch leading to more extensive services which would only be available if they sign a contract with their firm. 

 Red Flags

Social marketing firm Buddy Media is being bought out by Salesforce.com in a $689 million stock and cash deal. The transaction will close Oct. 31 (the end of the third fiscal quarter).

Among its 1,000 customer, Buddy Media includes the companies ofFord, Hewlett-Packard and Mattel. Thanks to its capabilities of sending targeted marketing content through YouTube, LinkedIn and Facebook, Salesforce.com will build on the monitoring technology in social media through its recent Radian6 purchase.

According to Salesforce.com CEO Marc Benioff, the Marketing Cloud leadership will enable the company to take advantage of the massive opportunity within the next five years.

The purchase is arriving on the heels of rival Oracle’s buyout of Virtue, who is the competitor to Buddy Media.

The iconic software company that is based in King County Washington has been getting almost universally slammed from it's recent Los Angeles press announcement about its entry into the hardware business with the convertible laptop/tablet known as Surface.

Certainly I can see the point that it is now competing with its hardware vendors/partners. Intel has done a good job in the arena creating 'reference designs' without competing with its partners.

There is another viewpoint which seems to be ignored. The cold facts are Microsoft is a public company. This puts Microsoft in a legal position of doing the most it can to return value to its shareholders. Failure to do so means somebody is going to jail.

Microsoft has a vision, which at the end of the day is, a certain way to get enough people to see enough value to hand over their money, to fulfill their fiduciary duty.

It is rather unfortunate that in the ever changing and rapidly improving world of technology, we hardly remember the geniuses who through their inventions laid the foundation for many of the conveniences and features we now enjoy in our favorite communication devices.

This article is a tribute to the ten people who made these discoveries and an attempt to bring their achievements into the limelight.

1.      Marty Cooper

Did you know that Cooper was the first to file the patent in 1973, when he was already working for Motorola for the “radio telephone system”. The Cooper’s Law is his brainchild and to think that he himself was inspired to come out with the patent was Star Trek and its Captain Kirk is indeed revealing.

2. Mike Lazardidis