Most people will tell you that consulting businesses are not valuable because they are far to dependent on the owner. That is absolutely true but I want to take a more in depth look at why consulting businesses are not valuable.

Buyers want to review clean books and records. The owner finishes the books 20 minutes before the individual tax deadline with a sense of terror or relief.

Buyers want standard operating procedures that provide a clear roadmap for running a business. The owner wants to keep their head.

Buyers want the owner to delegate administrative tasks. Fido sleeps during working hours which is all the time.

Buyers want growth potential. Owners cannot work 169 hours.

Buyers do not want employee dependence. The ownership entity is an S-corporation so the owner is dependent on its only employee, its only owner, and FICA tax savings for cash flow.

Buyers do not want poor cash flow. Owners hope to receive cash before their credit cards are maxed out.

Buyers want recurring revenue. Owners hope to be included in the project budget.

Buyers want a sustainable competitive advantage. Owners wear a blue shirt on St. Patrick's Day.

Buyers want high net promoter scores (client satisfaction). Owners only have to send out three surveys. One is to their brother and another is to their mother. Responses are collected on Thanksgiving.

Buyers do not want risk. Owner's risk everything every day.

Obviously, this is a light hearted attempt to demonstrate a serious business issue. Most consultants view AI as technology that will replace them.

I want you to view structured business decision systems that reward execution over recommendations as the final nail in the "You do not have a business, you created yourself a job without vacation pay mantra."

I understand that we are ahead of the curve on the transformative nature of AI for consultants. If the description of the business above resonates with you, it is time to be a STAR, a transformed consultant who actually earns money when you are asleep on vacation.

You have nothing to lose and everything to gain.