Most Salesforce projects that end badly were already in trouble before the contract was signed. The partner looked capable, the demo was smooth, and the hard questions got postponed. A little scrutiny up front saves a great deal later. Here is what is worth asking anyone before you commit.
Ask who actually does the work
The people in the pitch are often not the people on the project. Ask who will be hands-on in your org, how senior they are, and whether the work stays with the team you met or moves to a delivery pool you never speak to. Get names and roles in writing.
Ask to see how they scope
A good partner has a clear method for turning “we need to fix our sales process” into a defined piece of work with a cost and a timeline. Ask them to walk you through how they would scope your project. If the answer is vague, or jumps straight to licences and seats, keep looking.
Ask what happens after go-live
Go-live is the start of the relationship, not the end. What does support look like in the first month? Who do you call when something breaks? Is knowledge documented and handed over, or does it stay in the partner’s heads so you cannot leave? The answers tell you whether they are building for your benefit or their own retention.
Ask for a reference you chose, not one they picked
Every partner has two or three delighted clients on speed dial. More useful is a reference from a project similar to yours in size and complexity — ideally one that had a rough patch. How they handled the difficult moment matters more than the polished success story.
Watch for the warning signs
- Every answer is “yes, easily” — good partners tell you what is hard.
- The proposal is all technology and no process.
- They discourage you from talking to their other clients directly.
- The estimate lists no assumptions, so there is nothing to hold them to.
- They will not put anything about knowledge transfer in writing.
The right partner will welcome these questions, because they have good answers. The wrong one will make you feel awkward for asking — which is an answer in itself.