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If you are self employed and want to move into a more structured environment you need to have measurable results to present. Consultants need to have references that can give the interviewer hard facts. If the reference says, “yeah, he/she helped us”, this really does nothing for anyone. While at a job, reinforce in the minds of the employer what you do for them, how long it took you to do it, and how much you saved or made. Then when the interviewer calls the reference they will have the points you brought up on the tip of their tongue.