I have been a consultant for the better part of 20+ years now. Starting at the bottom, software programs, building silo’s for a computer based solution company to where I am now, architecting infrastructure and information management solutions for a myriad of companies.Over the last 2–3 years though, my role has morphed into more sales focused as I get to engage with clients on a daily basis. Initially the idea of getting “back” into sales made me feel that I would lose touch with what I really enjoy about my job, but after a lot of thought into where I would like to be and what I would like to be doing, it made complete sense. And in the space that I am in, getting my hands dirty, keeps me up-to-date with everything that I need in order to be able to provide customers with the correct guidance.I enjoy getting people excited about technology, what better way than moving into a role that puts me in front of people all the time.Role of the consultant has always had a sales component in some way, shape or form to it. Be it convincing the IT department that the product is sound or explaining to business how using the tool would improve their processes. What we have seen over the last 5–7 years was the role of the Business Consultant come to the fore in many ways. Business became the decision makers about technology (a really good thing) with technology now being viewed as transparent; a person with both technical understanding and business visibility became invaluable when wanting to embark on a productivity enrichment strategy within companies.