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

A business rule is the basic unit of rule processing in a Business Rule Management System (BRMS) and, as such, requires a fundamental understanding. Rules consist of a set of actions and a set of conditions whereby actions are the consequences of each condition statement being satisfied or true. With rare exception, conditions test the property values of objects taken from an object model which itself is gleaned from a Data Dictionary and UML diagrams. See my article on Data Dictionaries for a better understanding on this subject matter.

A simple rule takes the form:

if condition(s)

then actions.

An alternative form includes an else statement where alternate actions are executed in the event that the conditions in the if statement are not satisfied:

if condition(s)

then actions

else alternate_actions

It is not considered a best prectice to write rules via nested if-then-else statements as they tend to be difficult to understand, hard to maintain and even harder to extend as the depth of these statements increases; in other words, adding if statements within a then clause makes it especially hard to determine which if statement was executed when looking at a bucket of rules. Moreoever, how can we determine whether the if or the else statement was satisfied without having to read the rule itself. Rules such as these are often organized into simple rule statements and provided with a name so that when reviewing rule execution logs one can determine which rule fired and not worry about whether the if or else statement was satisfied. Another limitation of this type of rule processing is that it does not take full advantage of rule inferencing and may have a negative performance impact on the Rete engine execution. Take a class with HSG and find out why.

Rule Conditions

Viruses, trojans, and other malicious programs are everywhere. There's always a new threat to your computer's security, and many of these threats invade your computer without you even knowing. Most viruses aren't going to loudly announce themselves, so it's important to know the hidden ways in which your computer can become infected.


Infected Files from Other Computers

Whether you're borrowing someone's flash drive or grabbing a file from their computer, your computer can become infected if the file or device you're using already contains a virus, trojan, or other form of malware.

This is a very common issue, and you won't even know there's a problem most of the time. For example, if your computer is connected to other devices on a network, and you decide to pull an important file off of another computer on the network, your computer will become infected if the file you took has a virus attached to it.

Also, if you forgot your flash drive, and you need to use your friend or coworker's device for the day, then even plugging the device into your computer can cause the infection in the flash drive to be transmitted.


Downloading Legitimate Programs

Another way your computer can be secretly infected is when you download a legitimate program and run it. There are numerous legitimate programs on the internet that can help you in many ways. The programs themselves could be infected, though.

Also, one of the most common ways your computer can become infected is when you don't read the fine print before you download a program. Some of them may insist that you install another small program in addition to the one you initially chose. The boxes that you are supposed to click to give your consent may already be clicked.

This small extra program is the one that may carry an infection that will spread to your computer when you run the main program. You may get a lot of good use out of the legitimate program, but the virus attached to the extra hidden program can cause you a lot of trouble.


Using Vulnerable Applications

Security is a serious matter. If even one of the applications you use on your computer is vulnerable to becoming hacked or infected, then your entire computer is at risk and could become secretly infected. Anything from PDF viewing applications to your operating system can become infected if you don't download the latest security patches and keep everything up-to-date.


Not Using Antivirus Software

Antivirus software can protect your computer from a number of viruses, trojans, and other problems. Your computer can become infected in a number of ways, so you need to have good antivirus software to provide strong protection from hidden attacks.


Viruses, trojans, and other malware can infect your computer in a variety of hidden ways. To prevent infection and problems, you need to be careful about what you download, and you should keep your applications secure. Also, find reliable antivirus software to help.

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There are a lot of articles you will find on the internet that talk about the tenants of having a successful professional career. From soft-skills to job relevant skills, there is an unending list of the do’s and don’ts for establishing a great career. However, a successful career in information technology commands some specific efforts and focus. As a result, it is critical to focus on these 4 key tenants that can help you establish a promising and successful career in Information Technology.

·         Be Multi-lingual– This is the analogy of Steve Job’s famous quote ‘Stay Hungry, Stay Foolish’ as it applies to Information Technology. Gone are the days when you could train yourself on a specific programming language say Java or C++ and code your way to a successful career. The best programmers of today and tomorrow are pushing the limits and becoming experts in one of more languages. Knowing more than one programming language instantly makes you more employable since you can add value to multiple projects that require different languages. If you need proof, IT professionals knowing more than one language can attract a salary premium of £10,000 . Additionally, there is no telling how dynamic technology is and by being open to constantly learning new languages you will position yourself to get technology jobs that did not exist a few years ago

·         Go Beyond the ‘How’, Focus On ‘Why’: A common theme with most information technology professionals is their ability to figure out the HOW or, in other words, applying their technical know-how in achieving the solution to a problem. This is especially true when you are working for a service based IT organization where your key job is to develop a solution for the client’s business problem. Yes, you are and will get paid to be good at the ‘How’ but to advance a career in IT; it will help you immensely to also start focussing on the ‘Why’. This stems from a famous quote by Einsten “If I were given one hour to save the planet, I would spend 59 minutes defining the problem and one minute resolving it”. In essence, spend time in understanding ‘Why’ are your trying to solve the problem before you get down with figuring out the ‘How’ part. The reasons for developing this mindset are two-fold. One, you will instantly distinguish yourself from thousands of other IT peers who are content with the ‘How’ part. Two, there is a good chance that you want to get ahead in your career not only as a programmer but as a system architect or a business solution consultant. This is where the habit of asking the right questions pertaining to why a certain IT solution is requires will help you build the right solution.

·         Focus on the impact and results (Financial impact):This may not apply to IT professionals who are early in their careers but is paramount for senior IT professionals. For the most part, IT departments are required to make sure that the systems and the solutions function as desired and help the business run efficiently. In other words, the key metric for success for most IT professionals is being extremely good at technology, languages and Quality Assurance. However, the times are changing! No longer is the Chief Information Officer (CIO) in charge of making IT decisions. With organizations closely guarding the ROI of their investment in technology, CIOs are increasingly required to be cognizant of the financial benefits of technology so that they can justify the spending on IT. No wonder than that CFOs are increasingly pressurizing CIOs to get their act together