Paraphrase of a sentiment I hear a lot in OSS/etc adjacent spaces: "I do a lot of uncompensated labor. If I were a consultant, I could have charged $100 for this email." This is probably not the optimal way to run a consultancy. Unpaid labor does not go away if you run one.
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Consultants have to get really, really good at doing (sometimes oppositional) research of people to be able to tell "Are you a decisionmaker?" and "Is your firm in my practice's strike zone?" This is *itself* a form of unpaid, unbillable work.
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Oftentimes, it is more efficient to simply answer a question than to do qualification work on the questioner, and many consultants (and lawyers, etc) consider a certain amount of public intellectualism part of the ongoing cost for running a business which charges a lot of money.
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Very true. As someone who spent a decade as a dev for a (very) small consultancy, the amount of projects we had talks with vastly outnumbered the projects we worked on.
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