I’m told that this is an actual passage from the author and book listed below. Supposedly, he is using his “50 years of consulting experience” to instruct the reader on how to consult.
I’d say he’s 50 years (or more) out of date. You don’t bill by time units, you don’t find “solutions” (you create improved performance), and I respect my clients far more than to think they just want justification as to why they can’t accomplish things.
This is just enormously cynical, stupid, and wrong. That’s why you have to be careful about to whom you listen, and don’t equate years on the job with brains between the ears.