Frequently, technical professionals join a consulting organization without understanding the elements of a consulting business model:

• Work based on a statement of work (SOW)
• Time and materials billing
• Chargeable and non-chargeable client work
• Billable hours
• Travel time
• Billable expenses
• Gross margin

If their technical skills were developed when they were customer support representatives, they may have a "find and fix" perspective.

The perspective of doing whatever it takes to fix a client's problem is very beneficial when customers are paying a maintenance fee for software. However, it can be costly when customers are paying by the project or by the hour.

Help your consultants understand the business of consulting, so they may support their organization's success.