One of the most important consulting skills is qualification: extracting signal from a potential client re: appropriateness of selling them.
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It is VERY VERY EASY to determine whether a company has money or not prior to working with them or investing a lot in sales process. "Ask."
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on the other hand, startups are much more rewarding to consult for, because I can genuinely make a difference.
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plenty of startups have buckets of cash (from POV of a solo consultant).
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