Here is a scenario I see all the time, which I hope you have never experienced: a client invests time, energy, and most importantly money, into a technology firm looking for guidance and support, only to find there is none. Instead, they find they have paid for installation of a product which they know nothing about.

A professional information technology consulting organization provides more than installation but rather provides strategic IT infrastructure suited specifically for the client's environment. Here are four important questions to ask yourself when deciding whether to hire a consultant or a vendor.

What do they sell?
A consultant sells advice, strategies, and "proven" business solutions, a vendor simply sells a product or service.

Where is their loyalty?
A consultant's loyalty is with his/her client, and the client's objective; a vendor's is to his/her company and products.

What motivates them?
Consultants are motivated by their client's success. A vendor is more concerned with bottom-line profit.

What makes them successful?

Perhaps the most distinguishing characteristic between a consultant and a vendor is a consultant relies on his/her skills and expertise to build lasting business relationships, while a vendor is primarily concerned with sales volume.

If you know exactly what your company needs and feel comfortable hiring someone to install it, great! You want a vendor. But if you want someone to look at the bigger picture, to capture your interest, to gain your trust and respect, and actually diagnose your problem, you want a consultant.

A vendor is only going to do surface level work; a consultant is going to dig deep, advise and implement long term business strategies, not just a one time solution. When you boil it down, a vendor is paid to install, whereas a consultant is paid to think. Where do you want to invest your money?

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