What are the top challenges IT consultants face when working with new clients/companies?

The economy in Mexico is very much price-driven and most of the time best practices are not cheap, so have to be political and nice about it using your soft skills. You have to tell your clients that things are not always the way they think and convince them to do IT the right way, and not make them feel uncomfortable with that.   Once you have sold the project you have to be very delicate with change management issues.    When you talk about technology, new projects or new ways of doing things, people are afraid of losing their jobs. I think that's the same everywhere, but because of the economic situation here that is a very sensitive issue, people tend to be very much protective of their jobs.    So when you introduce new ways to do their job to them, their first reaction is not very supportive, more like incredulity. It's a really, really challenging situation to convince people so they will embrace and defend the project as their own. We have to show them that their value as employees increases because of the experience they're getting and they will learn new ways of doing things, that makes them more valuable as resources.   Other barrier is trust. It is hard to make top management realize they have a problem/risk and convince them that the price for the solution is a win-win situation, not for your own benefit. They feel they’re getting low value for the price.    Now, as for being hired to collaborate for a company as an employee, that happens because the company has a problem and you’re coming to solve it, so be prepared for whatever you will find, forget about being hired because everything is fine.    For the time you’re the new kid in town your role is technology enabler: focus into solving whatever comes your way while getting deeper knowledge of the way the company does business. No two companies do business the same way, even if they're in the same industry, so learn fast, get involved and don’t be afraid to ask and to fail.   When you feel more comfortable with your knowledge about the company, start to propose new things, new ways of doing business. Try quick hits first to get their trust then make bigger moves, implement things that provide value to the company.

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The economy in Mexico is very much price-driven and most of the time best practices are not cheap, so have to be political and nice about it using your soft skills. You have to tell your clients that things are not always the way they think and convince them to do IT the right way, and not make them feel uncomfortable with that.   Once you have sold the project you have to be very delicate with change management issues.    When you talk about technology, new projects or new ways of doing things, people are afraid of losing their jobs. I think that's the same everywhere, but because of the economic situation here that is a very sensitive issue, people tend to be very much protective of their jobs.    So when you introduce new ways to do their job to them, their first reaction is not very supportive, more like incredulity. It's a really, really challenging situation to convince people so they will embrace and defend the project as their own. We have to show them that their value as employees increases because of the experience they're getting and they will learn new ways of doing things, that makes them more valuable as resources.   Other barrier is trust. It is hard to make top management realize they have a problem/risk and convince them that the price for the solution is a win-win situation, not for your own benefit. They feel they’re getting low value for the price.    Now, as for being hired to collaborate for a company as an employee, that happens because the company has a problem and you’re coming to solve it, so be prepared for whatever you will find, forget about being hired because everything is fine.    For the time you’re the new kid in town your role is technology enabler: focus into solving whatever comes your way while getting deeper knowledge of the way the company does business. No two companies do business the same way, even if they're in the same industry, so learn fast, get involved and don’t be afraid to ask and to fail.   When you feel more comfortable with your knowledge about the company, start to propose new things, new ways of doing business. Try quick hits first to get their trust then make bigger moves, implement things that provide value to the company.
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