"A consultant is someone who saves his client almost enough to pay his fee"

Arnold H. Glasow’s observation about consultants cleverly highlights the delicate balance in the perceived value of consultancy. The remark operates on the edge of humor and critique, revealing a subtle skepticism about the benefits consultants bring to their clients compared to the costs they charge. At its core, Glasow’s statement points to the idea that consultants are adept at demonstrating their worth, just enough to justify their fees but rarely so much that the client feels a clear financial advantage after paying. In other words, the savings or improvements consultants deliver often closely mirror the size of their bills, leaving clients with the nagging question of whether the engagement truly benefited them.

There is also an underlying commentary on the sometimes elusive or intangible nature of consultancy work. Consultants usually sell expertise, strategies, or solutions that may not result in immediate, quantifiable gains. When their value is measured by financial metrics or cost savings, clients expect improvements substantial enough to outweigh expenses. Glasow insinuates that while consultants can bring about efficiencies, cost reductions, or enhanced processes, the financial justification for their employment often skirts the razor’s edge, almost, but not entirely, offsetting what the client pays.

On a broader level, the quote pokes fun at the consulting industry’s reputation for high fees and sometimes ambiguous deliverables. It suggests a possible cycle in which businesses feel both reliant on outside experts and wary of the return on investment. Clients might feel pressured to show that they made a wise decision in hiring a consultant, even when the benefits are hard to pinpoint past breaking even.

Ultimately, Glasow’s witticism expresses a universal truth about external advice in business: the real value of consulting is subject to interpretation, often balancing just at the threshold of actual financial benefit and the consultant’s invoice.