Know and learn the difference between these three words:

Freelancer, Contractor, Consultant.

Each has it's own mindset. I wish I knew it when I started 12 years ago full time. When a customer asks something, they're asking for one of these three relationships.

When we get upset customers aren't listening, it's often a disconnect of which relationship the customer wants, and what you are offering. It's helpful to know which role you're being asked to play (and be paid for).

FREELANCER - Someone who you use from time to time to do a part of what you need. Directions provided. Generally freelancers work more part time than full time.

Typcially with freelancers you have to give notice on the order of 1-2 weeks.

CONTRACTOR - A regular expert who you provide detailed work instructions to. Customer cares more about your opinion but the strategy is still set by them.

If I'm asked for a design that leads to work, it's a quote. Typically the customer knows what they want, how they want it, or why, I'm just a hired gun.

Typically with freelancers you have to give notice for work from 0-7 days based on your arrangement.

CONSULTANT - A dedicated expert who is asked for their opinion of the best strategy to take, as well as delivering on it. Consultants can be part time, but most are full time. If all I'm being asked for is my professional opinion (and no ensuing work) I bill for that time.

Consultants are needed when you need expertise around at the drop of a hat to tend to things, or an ongoing basis to develop/manage/direct/drive internal business processes and hand them back in-house once management would like so you can focus on the next thing for them.

Customers who use consultants properly know it's not what it costs them, but what consultants save, or make them. Sadly, this type of relationship can often be perverted by consultants as well and I inherit people who have been burnt.

Me: I spent my 20's getting 20 years of experience in 10. That makes me about 40+ work wise, in my 30's. Consulting is heroin once you become capable at delivering value.

I am moving out of hourly/daily based consulting and moving to value based consulting, and entirely out of consulting as reasonably possible. If I do something that saves a customer $3,000/3 years forever, I ask for 20-30% of it regardless of whether it takes 5 minutes or hours.

I spent 15-20 man years working to learn how to do something in 5 minutes that will take someone 5 hours, if the customer is willing to pay for my 5 years to learn to do it in 5 minutes, I will bill them for 5 years, and then for 5 minutes.

I love learning and seeing this from different perspectives, let me know what you think too!