Your Salesforce implementation is only as good as the partner who builds it. The wrong choice means wasted money, missed deadlines, and a system nobody wants to use. Here's how to find the right fit.
Green Flags: What to Look For
They ask deep questions about your business before proposing solutions
They've worked with companies in your industry
Senior consultants are involved throughout, not just sales
They're honest about what Salesforce can and can't do
References are enthusiastic and specific about results
They explain their methodology and what to expect
Red Flags: Warning Signs
They promise everything will be done in an unrealistic timeline
Junior consultants will do the work while seniors disappear
They can't provide relevant case studies or references
Proposals feel generic, not tailored to your situation
They oversell features you don't need
Pricing is unclear or has lots of hidden costs
Questions to Ask
- “Who exactly will be working on my project?”
- “Can I speak with clients in my industry?”
- “What happens if the project goes over budget?”
- “How do you handle change requests?”
- “What does post-go-live support look like?”
- “What are the most common reasons implementations fail?”
Big Firm vs. Boutique
Both have their place:
Big firms (Accenture, Deloitte, etc.) are good for massive, multi-year transformations with unlimited budgets. They have deep benches and can scale teams quickly.
Boutique firms are better for mid-market companies who want senior attention, faster decisions, and partners who genuinely care about their success. You're not a number.
The question is: do you want to be a small fish in a big pond, or a priority client?
Certifications Matter (But Not As Much As Experience)
Certifications prove baseline knowledge. But they don't prove someone can solve real business problems. Look for:
- Years of hands-on implementation experience
- Industry-specific knowledge
- Track record of successful projects
- References who will speak candidly
Key Takeaways
- Look for partners who understand your business, not just Salesforce
- Verify who will actually do the work
- Check references thoroughly
- Watch for red flags in the sales process
- Consider boutique firms for senior attention