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Your Best Consultant Might Be the One Who’s Not Billing (Yet)

In consulting, there’s a saying:
“If they’re not billing, they’re costing.”

That’s technically true. But it misses something bigger.

At Intertech, we’ve come to realize that our most valuable consultants aren’t always the ones billing every hour. Sometimes, the people on the bench are driving the most important transformation in our business.

Right now, that transformation is AI.

Here’s how we’re using bench time strategically:

1. Training on AI tools and frameworks
Rather than rushing consultants into the next project, we give them structured time to learn tools like GitHub Copilot, ChatGPT, and AI-assisted test generation platforms. The result? They re-enter projects faster, more capable, and AI-enabled.

2. Standardizing AI in our dev process
We’re using bench cycles to build internal playbooks for applying AI—from proposal writing to automated documentation to code review. These aren’t “nice to haves.” They’re practical assets that increase velocity and quality across the board.

3. Prototyping with purpose
Benched consultants are experimenting with real-world use cases: generating scaffolding code, refactoring legacy modules, streamlining unit test creation, and integrating AI-driven analytics into apps. It’s hands-on R&D—without the overhead of a live project.

4. Supporting AI adoption across teams
Having AI-fluent consultants available helps us accelerate adoption across project teams. They’re building demos, advising PMs, and helping clients understand what’s possible. They’re our internal accelerators.

5. Staying ahead of client expectations
Clients are asking: “What’s your AI strategy?”
Our bench consultants are a big part of the answer. They’re not just staying billable—they’re making sure we stay relevant.

Bottom line?
A smart bench strategy isn’t just about cost control. It’s about innovation.
Done right, your non-billing consultants might be your most valuable team members—because they’re building the future you’ll soon be charging for.

The 3 Kinds of Clients We Say No To—And Why

When you’re starting a business, you say yes to everything. Every prospect, every project, every “maybe” that could lead to a win. I’ve done it. Most founders have.

But after years of consulting work, here’s the truth:
Some clients just aren’t a good fit—and saying “yes” to the wrong ones costs more than you think.

Today, we’re more intentional. Not because we’re arrogant. Because we’re focused.
Here are three types of clients we politely decline—and why it’s better for everyone when we do.

1. The “We Just Need Bodies” Client
What they say: “We just need a few developers to crank out code.”
Why we say no: We’re not a temp agency. If a client only wants hands on a keyboard with no strategy, collaboration, or architecture involved, we’re not adding the value we’re built for. We help solve problems, not just fill seats.

2. The “Everything’s on Fire” Client
What they say: “Can you take over this broken project… yesterday?”
Why we say no: Sometimes urgency is real. But other times, it’s the result of poor planning, shifting priorities, or internal dysfunction. If we’re stepping into chaos without clear leadership or direction, success becomes a moving target—and both sides lose.

3. The “Budget Mystery” Client
What they say: “We don’t really have a set budget. Just give us a ballpark.”
Why we say no: No budget = no clarity. Good partnerships require transparency from both sides. If we’re forced to guess what they can spend, we’re already misaligned. We value trust and candor, and that starts on day one.

Here’s what we do look for:

Clients who want true collaboration
A clear business challenge with measurable impact
Openness to our process—not just our people

Saying no isn’t easy. But saying yes for the wrong reasons? That’s how you drain your team, dilute your value, and damage your reputation.

We’ve learned it’s better to walk away early than to regret staying too long.

Afraid of AI? Here’s What to Do Instead

Take a walk through any office, wait online for others to join a Teams or Zoom call, or bump into an old co-worker at Starbucks——you’ll hear the same concern:

“Is AI going to take my job?”

It’s a fair question. Unless you’re in a profession that involves fixing plumbing, laying concrete, or replacing brake pads, it’s hard not to feel like the digital tidal wave of AI might wash you out of relevance.

But here’s the thing: AI isn’t just a threat. It’s a tool. One that’s already helping most of us—whether we realize it or not.

Like right now. You’re reading something that was written by a human (me) and shaped by an AI assistant. I still had to think, edit, and guide it. But it helped me get here faster—and better. It’s not a replacement. It’s a force multiplier.

Fear is normal. Staying afraid is optional.
The worst thing to do with AI is nothing. To bury your head and hope this all blows over. Spoiler: it won’t.

The second worst thing? To become a doomsday narrator in your own story.

The better option is this: get curious. Learn how to use it. Let it help you. Because once you stop seeing AI as a rival and start using it like an ally, everything changes. Along with helping you, look how it can help those who work with or for you. At Intertech, everyone, including the admin is reading a book or attending a course on AI for their job.

Here’s how to stay relevant—and even thrive—with AI:

1. Become a “human-AI hybrid.”
The people who succeed in the next decade won’t be the ones who avoid AI. They’ll be the ones who use it daily—and pair it with judgment, emotional intelligence, and common sense. Think you + AI = amplified value. For my software application development firm, like mine, AI represents the challenge that AI will reduce our billable hours. This is the reality of the future. Either we embrace it, or others will surpass what we can deliver.

2. Use it to eliminate the junk work.
AI is great at first drafts, summaries, idea generation, and repetitive tasks. Let it take care of the shallow work so you can focus on the deep stuff—strategy, creativity, relationships, leadership.

3. Focus on what AI can’t do (yet).
Things like building trust, mentoring a junior colleague, closing a deal with nuance, or navigating politics inside a client’s organization. That’s still very much human territory. Strengthen your relationships with clients, employees, partners, or others.

4. Stop waiting for perfect. Start experimenting.
Use ChatGPT, CoPilot, or others. Not sure where to start? Tell AI about your job and ask for feedback. Try an AI meeting note taker. Let AI generate a first pass on a report. You don’t have to be an expert. You just have to start. Every new skill starts with awkwardness.

5. Ask AI to help you with AI.
Open up to AI and share what you’re about, what you do, your goals, and where you have questions and want answers. Have it be a dialogue not a one-and-done question. Guide the AI on the journey not vice versa. Expect to be surprised. The more you interact with your AI, the more it learns about you and will guess what you want next. And, finally, a good thing about AI is to think how often it calls in sick, gets tired of you asking it to answer the same question, or doubts what it’s saying… zero.

Bottom line? Yes, I will change work. It already is. But it’s not coming to replace the people who adapt—it’s coming to help them outperform everyone else.

So the question isn’t “Will AI take my job?”

It’s “Am I willing to evolve with it?”

And if you’re already using AI to draft blogs, answer emails, and prep for meetings… congratulations. You’re not behind. You’re ahead.

The 10 Most Common Tax Mistakes Business Owners Make (and How to Avoid Them)

With S corporation tax returns due March 15 and personal returns due April 15, this time of year can sneak up on even the most organized business owners. And while most of us aren’t trying to outsmart the IRS, you’d be surprised how many smart people make the same avoidable mistakes year after year.

Here are 10 of the most common tax mistakes I’ve seen—and how to steer clear of them.

1. Mixing personal and business expenses
The mistake: Charging personal expenses to a business card or vice versa.
The fix: Keep clean books and use separate accounts. It’s a red flag for auditors and a mess for your CPA.

2. Missing S-corp deadlines
The mistake: Forgetting the March 15 S-corp filing date and assuming it’s the same as the personal return deadline.
The fix: Set calendar reminders in January and work with your accountant to prep early. If needed, file an extension—but don’t wait until the last minute.

3. Not paying yourself a “reasonable salary” as an S-corp owner
The mistake: Taking distributions only, without running payroll.
The fix: The IRS expects S-corp owners to pay themselves a fair wage before taking profits. It reduces your audit risk and keeps things compliant.

4. Overlooking estimated tax payments
The mistake: Failing to make quarterly payments—especially common for new business owners.
The fix: Ask your accountant to calculate your estimated payments and automate them if possible. The penalties for underpayment are annoying and avoidable.

5. Missing deductions
The mistake: Forgetting to deduct things like home office space, mileage, or business travel.
The fix: Track expenses all year (apps help), and ask your CPA what’s commonly missed. Don’t leave money on the table.

6. Taking too many deductions
The mistake: Getting overly aggressive—writing off your dog as a “security system” or claiming 100% of your vehicle use as business.
The fix: Be reasonable. If it feels like a stretch, it probably is. The IRS has a good nose for this.

7. Failing to issue 1099s
The mistake: Not sending 1099s to contractors by the January 31 deadline.
The fix: Keep track of vendors throughout the year. If you pay someone $600+ who’s not on payroll, chances are you owe them a 1099.

8. Not saving for the tax bill
The mistake: Spending everything you earn and then panicking in April.
The fix: Treat taxes like a recurring bill. Set aside a percentage of income each month so you’re not scrambling when the IRS knocks.

9. Relying on software instead of strategy
The mistake: Letting TurboTax do your thinking.
The fix: Tax software is great for simple returns. But as a business owner, strategy matters more. A good CPA pays for themselves by helping you plan—not just file.

10. Not asking questions
The mistake: Assuming your accountant has it all covered without any dialogue.
The fix: Don’t be afraid to ask. A 10-minute conversation can prevent a costly mistake. It’s your money—and your responsibility.

Final thought:
Most tax mistakes come down to one thing: waiting too long to think about taxes. A little planning and communication—now, not next month—can save you stress, penalties, and money.

What Wrestling and Karate Taught Me About Leadership

Long before I was running a company or mentoring teams, I was wearing a singlet and sparring in a gi. I wrestled in high school—captain senior year—and studied two styles of karate, earning belts in both. At the time, I thought I was just getting stronger. Turns out, I was also learning how to lead.

Here are a few things those sports drilled into me—literally and figuratively—that still shape how I lead today.

1. You’re on your own—but never alone
In wrestling, when you’re on the mat, it’s just you and your opponent. No one’s coming to save you. Same in karate. You can’t fake readiness—you either trained, or you didn’t.

Leadership is like that. At the end of the day, the decisions are yours. The accountability is yours. But behind the scenes? A team, mentors, training, and support make all the difference. You do the work alone—but you’re backed by others.

2. Pain is a great teacher (if you listen to it)
A bad takedown or lazy block in karate doesn’t go unnoticed. You learn—fast. The feedback is immediate and usually lands somewhere between “ouch” and “lesson learned.”

In business, mistakes hurt too—missed sales, bad hires, lost clients. Leaders who ignore those signals keep making the same mistakes. The best ones learn quickly, adapt, and come back stronger.

3. Discipline > motivation
There were plenty of mornings I didn’t feel like cutting weight, drilling techniques, or getting punched (lightly) in the face. But I showed up anyway.

That’s what leadership requires. You won’t always feel inspired. You won’t always have clarity. But if you’ve built discipline—habits, routines, and standards—you can push through.

4. Respect is earned, not assumed
In martial arts, you bow to your opponent. In wrestling, you shake hands before and after every match. You respect the work, the grind, and the person across from you.

Good leaders don’t demand respect—they earn it. Through consistency, fairness, and effort. And they give it, even when it’s not reciprocated.

5. Control what you can
Wrestling teaches you how to use leverage, not brute strength. Karate emphasizes control, not chaos. You don’t win by panicking—you win by staying focused, calm, and in control of your breathing and your mindset.

That’s leadership. You can’t control the market, the economy, or client decisions. But you can control how you respond. How you show up. How you lead.

I didn’t know it at the time, but wrestling and karate were less about fighting and more about focus. Less about toughness and more about resilience.

Turns out, those early lessons still apply—whether you’re on the mat or in the boardroom.