Every few months, LinkedIn is flooded with new posts about how to choose the right Salesforce partner. These articles are often insightful, and following their best practices can indeed lead to a successful project. However, over the past twelve months, several organizations, after following these guidelines, found themselves in a bind. Despite partnering with well-respected Salesforce firms, they ended up paying us, Value Stream Consulting, over $200,000 to rescue or complete their projects. So, what went wrong?
In this article, I’ll shed light on some critical mistakes to avoid when choosing a Salesforce partner.
1. Don’t Confuse Pedigree with Mastery
Identifying truly qualified Salesforce experts is a significant challenge for both consulting partners and Salesforce user organizations. The market is flooded with self-proclaimed Salesforce experts, and many organizations mistakenly equate Salesforce Certifications and Badges (Pedigree) with true expertise (Mastery). However, certifications primarily assess an individual’s ability to memorize material rather than apply it in real-world scenarios. When evaluating a Salesforce partner, consultant, or developer, prioritize hands-on experience and successful project outcomes over certifications. Seek referrals from multiple peer organizations that have completed similar projects.
2. Beware of the Bait and Switch
"Bait and Switch" refers to the practice—intentional or not—where Salesforce partners present success stories of work completed by top consultants, only to assign your project to someone else. This was the root cause behind many of the rescue projects we undertook. To minimize your risk, ensure that your Salesforce partner has a proven track record of success with projects like yours. Avoid partners who rely on a rotating pool of “whoever is available” subcontractors. Make it a contractual requirement that the consultant assigned to your project possesses not only the necessary certifications but also the expertise and experience relevant to your needs.
3. Don’t Buy the Sales Pitch—Meet Your Consultant First
The person selling you their firm's services will likely step back once the project begins. Don’t make your decision based solely on the sales pitch. Insist on speaking with the consultant who will be working on your project before you commit. Building confidence and rapport with your consultant is crucial to the success of your engagement. Ensure you have direct communication with them to assess their understanding of your project and their ability to deliver results.
Comments