They spent $100,000 building it.
The hardware worked.
The code was clean.
Everything checked out.
And then it failed.
Not in the lab.
In the real world.
The Moment It Broke
Picture this.
A physical rehab clinic.
A construction worker is being evaluated to see if he’s ready to return to work. He’s lifting weighted boxes, stepping across platforms, being timed and measured.
High stakes.
The system?
Custom-built hardware. Software tracking everything.
On paper, it was impressive.
In reality, it was a mess.
The doctor had to stop and click through menus just to run a test.
The patient didn’t understand what to do.
The tech got in the way of the medicine.
And in that moment, the decision was made:
“We’re not using this.”
$100,000… dead.
The Real Problem (It Wasn’t the Code)
This is where most engineers get it wrong.
They build for the system.
Not for the operation.
Nothing was technically broken.
But everything was unusable.
- The software didn’t account for physical movement
- The setup required constant calibration
- The doctor’s attention shifted from the patient to the screen
That last one matters.
In rehab, if the doctor is watching a screen instead of posture or movement, that’s not just inefficient.
It’s a safety issue.
What I Actually Sold (Hint: It Wasn’t Code)
I didn’t walk in offering to rewrite software.
I didn’t pitch features.
I made a simple claim:
“I can save your $100K investment by showing you what to remove.”
That was it.
The $12K Pivot
The work looked simple from the outside.
- Remove 60% of the interface
- Align software triggers with real-world movement
- Strip the system down to what actually mattered
No new features.
Just clarity.
And that’s what they paid for.
$12,000.
Not for typing.
For seeing what others couldn’t.
That was the shift.
From developer → operational problem solver.
The 3 Gaps That Create Consulting Opportunities
If you’re trying to get into consulting, this is what to look for.
Not job boards.
Not certifications.
Look for these gaps.
1. The Environment Gap
Where is the tool actually used?
If someone has to walk across the room, carry weight, or operate in motion…
and your system assumes they’re sitting at a desk…
It’s broken.
2. The Cognitive Load Gap
If your tool needs training, it’s already failing.
High-value systems reduce thinking.
If someone has to stop and figure it out mid-task, the tool becomes a liability.
3. The Workflow Gap
Time is money.
If your system adds 10 minutes to a 30-minute session, it’s not helping.
It’s costing.
This is where most value is hiding.
The Real Lesson
Companies don’t fail because they lack features.
They fail because they don’t see friction.
And most teams are too close to the product to recognize it.
They keep adding.
When they should be removing.
If You’re Thinking About Consulting
You don’t need a website.
You don’t need a brand.
You need to see what others miss.
The fastest way in is this:
Find something that’s already been built…
but isn’t working.
That’s where the money is.
Next Step
If you want help building a real consulting pipeline—not just thinking about it:
👉 Grab a Strategy Session with me
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— focused on clarity, ownership, and taking control of your direction without hype.
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