Editor's Note: This article is the first of a two-part series that opposes the billable hour, and its time for money quid pro quo, and favors a billing system based the value a project delivers to the client.

Many consultants mistakenly believe that if they work real hard and their clients actually see them see them sweat, suffer, starve, slave and struggle to earn their money, and by the completion of the projects they are duly battered, bruised, bashed, bloodied, beaten, crashed and crushed, then their clients can better justify paying them.

Yes, very often consultants are regarded as outsourced labourers, and get paid in proportion with the sweat on their brows and the amount of manual labour they perform. But this is just a positioning problem. Who gets more price objections, the Ford or the Ferrari salesperson?

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