Unlike a company owner, computer consultants are able to remain objective when evaluating a company's IT needs. Since you're not involved in the political aspects of the workplace, you can provide an unbiased opinion.
Many businesses do the same thing year after year because that is what they've always done. Eventually they realize that there must be a better way, so they call a consultant like you for fresh ideas and a new viewpoint.
Most companies and individuals don't have the knowledge they need to make educated decisions about IT needs. Instead of taking time to learn a new skill, they can simply hire your to do the work for them. You are considered an expert, and you should always be honest, even if the company isn't going to like what you say.
Consultants are a cost-effective solution for many companies. You can provide an added value to their business and advise them on solutions to problems and plans for the future without all the expenses that come along with an employee.
Learn more about why businesses hire you in the complete article (link above) so that you can market to them effectively.
Posted by Computer Consulting 101