Like already discussed in Part 1 of this blog, it is important to ask relevant questions before you commit to a consultant. In this blog, we will talk about some more important questions a non-profit or an association should ask their prospect Salesforce® consultants. This will make you 100% confident about your Salesforce® consultant. Let us find out what these questions should be-
Can I Ask for the Strategy Plan from my Prospective Salesforce® Consultant?
Check with your prospective Salesforce® consultant’s plan for their proposed CRM strategy. There are a zillion ways to go about solving a problem. You might as well consider meeting a few Salesforce® consultants, before finalizing which strategy to go with. Different consultants can have different ideas about your strategy or customizations.
Create a list of Salesforce® consultants for non-profits, with relevant experience, qualifications, and a matching price point. Next, you should ask your selected few about their specific strategy and process. That way, you will be able to find out more information about things like-
Evaluation and discovery process- It is important to know what steps & procedure they will follow to understand your current processes and Salesforce® requirements. What is their process in terms of the number of resources and timelines, etc.?
Turnaround time– Check about how soon can they get started with your project. Ask them to share a schedule so that you know what time frame you should expect? What benchmarks & checks do they set along the way to keep your project on track? Most importantly, what is their plan to handle delays?
Training methodology- Check how do they plan to train your in-house team? Ask them if they will provide on-site training or remotely. Do they train your entire team at once, or provide the skills for a key leader to train the rest of the team.
No matter how excited you are about onboarding your new Salesforce® consultant, it is important to know how they get the job done. You will end with more smashes than making actual progress if their working methodology does not line up with your expectations. To make it work both the participants have to be more flexible and realistic at the same time.
Is it ok if I Ask for References for my Selected Salesforce® Consultants?
You need to be sure that your consultant can deliver on what they promise. One of the best ways to verify that is to hear from non-profits who have completed projects with this consultant.
Your prospective consultants should be happy to provide you with a list of non-profit organizations they have worked with in the past.
Instead of a case study, an actual conversation with a former client can give you a more concrete idea of what the working relationship would be like. Take advantage of these discussions!
Ask more than just the basics questions. Ask about the details of the project. Check if the consultant delivered the way they committed. Did the follow the set timeline? You want to find out what the consultant’s delivery standards have been in the past to ensure it interconnects well with your vision of the project.
How did the consultant manage roadblocks? Are their existing and past non-profit clients satisfied with their work?
It is best to ask for project references that were similar to yours. You need to be sure the services you are requesting have been successfully delivered for other organizations, and that the clients are satisfied with what they got.
Is it Important to Meet my Prospective Salesforce® Consultant in Person Before Finalizing?
Certainly, it is beneficial to have a face to face meeting with your Salesforce® consultant.
Checking references might help narrow down the ground a little. But there is an even better way to find out if a consultant is right for you. If possible meet them in person if you are in the same location. If you are working with a remote consultant, a phone or video call can suffice. Just like a job interview, the one-on-one meeting can help you get a clear picture of who the consultant is and what it would be like to work with them.
Why face to face meeting is important?
It will help you clarify any grey areas with the consultant and talk about any concerns you have about their expertise. After this meeting, you should both be 100% clear on what you are looking for from this partnership.
Your team will be working closely with the consulting team, hence it is important to know if you will get along during that time. Make sure that your Salesforce® consultants understand your non-profit’s mission as well as your team culture.
After meeting your selected top candidates, you should have a clear idea of which Salesforce® consulting partner would be the best fit for your organization. But the selection process is not over yet!
Keep reading further to find out the final steps to zero down on the best fit.
Define, the Duration of Partnership/Stay of Your Registered Salesforce Consulting Partner.
Ask your Salesforce® non-profit consultant how their services fit in with your long-term and short-term goals. One factor that could still be a deal breaker in the selection process is the duration of your partnership. Discuss in detail about the duration/tenure and engagement level. Read ahead to know more about different engagement levels-
Additional projects- Salesforce® can continue to be your CRM of choice for a long time or forever. But that does not mean you will continue with the same strategy and processes forever. You might also want to set up a long-term plan for future expansions to your technology system. Ask your consultant what role they could play in future strategy shifts or software reconfigurations.
Ongoing support- If you are creating a totally custom Salesforce® solution, you might need ongoing consultant support. Find out if your Salesforce® consultant is equipped to answer all the questions and support you may require. Make sure you have a clarity of how much support your consultant can offer over time.
Communication- Discuss communication preferences with your consulting team to find out how you can contact them during and after you move out of the initial project. Know whether they prefer skype, phone calls or emails. Knowing what will be the turnaround time can help you set expectations for the ongoing partnership.
Salesforce® technology consultants tend to play a much longer role in your success than just one project. Since you will be using your Salesforce® for years to come. You need to know what to expect from your Salesforce® non-profit consultant to make sure you are still maximizing your CRM tool for as long as possible.
Will my Registered Salesforce Consulting Partner and Empower my Internal Team Over a Long Run
Your Salesforce® consultant should enable your team to use Salesforce® in an efficient and productive way all by themselves. Of course, you may continue to have their services for a short or long term, depending on your requirement.
Search for a consultant that prioritizes all of the below-mentioned aspects of a smart Salesforce implementation:
Strategic processes. From the beginning, your consultant should evaluate your current practices and help you improve your operations. Many non-profits are limiting their potential because they don’t realize there’s a better way to go about a task. Your consulting team should understand Salesforce® best practices and strive to educate you on the tactics that can help you grow.
Thorough documentation. Do not let your consultant slip away while holding the keys to Salesforce® success! Make sure they have created comprehensible documentation that you can refer later. That way, you don’t have to run back to your consultant every time you have a minor issue.
Staff engagement. Your internal team should be excited to work with your chosen consultant. Salesforce® consulting firm for your non-profit or an association should be involved with all of your team members. They should be available to walk them through any questions or concerns they have about Salesforce®.
At the end of the consulting project, your staff should feel confident in using your Salesforce®. Find a consultant who is passionate about empowering your team to achieve those goals. You will have no issues taking the skills you have learned from such a consultant and put them into action.
I believe with these questions, you will be better prepared to find the consulting team you need for your non-profit and association. We wish you all the best! Hope you start using Salesforce to its maximum capacity with the right consultant.
