4 Stages when Engaging a Salesforce Consultant

Implementing or customizing Salesforce CRM for the first time can be daunting, and often you could benefit from engaging an experienced Salesforce consultant. Here are 4 stages you should go through to get the right consultant.

1. Preparation – know what you want

• Write down your business requirements in as much detail as possible.
• Prioritize your business requirements into high, medium, and low.
• Determine what business requirements are: “wants” versus “needs”.
• Have a budget in mind.
• Have a timeframe in mind.

2. Due Diligence – asking & checking

• Ask your network for referrals for Salesforce consultants.
• Ask Salesforce consultants for their references and check their references!
• Ask if they have worked with organizations of your size and industry before.
• Check if there is more than one Salesforce consultant at their company.
• Ask for certifications or proof of experience.

3. Selection – no surprises

• Ask for a Master Service Agreement(MSA) that details the legal terms.
• Ask for a Statement of Work(SOW) that details the scope.
• Understand the MSA & SOW.
• Is it a fixed price or an estimated time & materials quote?
• Is there any warranty period?
• What are the payment terms?
• Can you work with the consultant – are they a good fit?
• Can you come to terms on the price versus budget?

4. Engage – work with your trusted partner

• Execute the Master Service Agreement (MSA).
• Execute the Statement of Work (SOW).
• Expect to attend short daily project meetings.
• Accept functionality as it is built.
• Monitor burn down of hours.