I have been selling IT consulting services for over 20 years and have participated in its dramatic changes, from an industry that wasn't understood to one that is commonplace.
In the early 1980's I spent most of my selling time trying to convince companies that it was in their best interest to hire an hourly consultant to do their application maintenance and development. Most of the IT systems were large mainframe computers, some were midrange but there weren't any networked pc servers.
The large companies hired their technical staff, when they could find them, and created a list of projects for them to work on. It didn't take very long for the technical hires to become overworked with a fast growing backlog of projects.
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