Read this bit first
I am a consultant and I sell consulting services. Since I wrote this list of questions, it naturally highlights ones I can answer well. Here is my approach.
I have already answered every question below on my consulting page, including prices, exclusions, what you keep, and who does the work. You can check my answers there instead of just trusting me, and you should ask these questions to any consultant you consider. If someone gives you better answers, hire them. The questions themselves are more valuable to you than my answers.
The money questions
Ask these questions first, because they quickly show if the conversation is not a good fit.
- What does it cost? You need a clear number or a rule for how the price is set, not just a range after a discovery call. If you cannot get this information without booking a call, it wastes your time. How someone answers this question also shows how they will handle other tough questions.
- What is not included? This could be hosting, domains, licenses, payment processing, travel, or anything outside the agreed scope. Make sure these exclusions are written down before you start, so you do not find surprises on an invoice later.
- What happens if the estimate is wrong? Who covers the extra cost? This is often the most expensive part of any project, yet it is usually not discussed.
- What does a change cost? Decide this up front, before either side needs to make a change.
The work questions
- What will you review before giving a quote? Will you look at the code, infrastructure, integrations, or bills? If the quote is based only on your description, it will only reflect that.
- Who will actually do the work? Ask for a specific name. If it is a team, find out which members will be involved and what other projects they are working on at the same time.
- What do I get to keep if I stop after this phase? You should keep documents, code, and accounts, no matter what you decide next. If you can only use the work by continuing to pay, you do not really own it.
- Who owns the output? You should own the code, repository, domain, hosting, and analytics, and this should be confirmed in writing.
- How does this engagement end? A good consultant should make themselves less necessary over time. If no one can explain how the project ends, it probably does not have a clear finish.
The two questions that actually sort people
The previous lists are basic checks. These next two questions matter most, because you cannot prepare for them with a script.
- What would make you tell me not to hire you? Most people have a rehearsed answer, but listen for specifics. For example, "If you already have someone whose job is owning the technical decisions" is a real answer. "If we are not a good fit" is not. If someone cannot name when they are the wrong choice, they have not thought about when they are the right one.
- Can I see how you think before I pay you anything? Look for published writing, a standard, or an opinion that someone could debate. Many people can deliver work, but what you are really buying is judgment, which is hard to judge in a sales call. Anything public lets you evaluate this for free.
When you should not hire a consultant at all
There are three situations where this applies, and they happen more often than most people in the industry admit.
You already have someone whose job is to make these decisions. If you have a technical lead, bringing in an outside consultant often creates confusion instead of clarity. Support the person you have, or replace them, but do not try to do both at the same time.
Sometimes the real need is to hire someone, not to start a project. If the work is ongoing, you need a staff member. Consulting costs more per hour because it is temporary, and using it to fill a permanent role is expensive and less effective.
Sometimes you already know the answer and just want support for it. Some firms will provide a document that agrees with your decision, but this is not real diagnosis and will not help if there is a real problem.
A fifteen-minute call should be enough to figure out which situation you are in. Many of my calls end with me saying you do not need to hire anyone, and that is a good result that costs you nothing.