Sales people are always trying to sell something. That’s what they do. I know one terrific salesperson who could sell you the Brooklyn Bridge and convince you that you could move it into your back yard. Great, until you find out the promise and the reality don’t mesh.

Too many consultancies operate like sales operations: they close the deal and then try to figure out how to do the job. But consulting isn’t transactional; it’s about adding value.

Are you willing to tell a potential client their premise is flawed or what they want to do won’t work? I’d rather lose a job upfront than set everyone up for problems later.

Photo by Ravi Sarma (Flickr).