Choosing the Right Consulting Partner

The BI space is crammed full of consultancy firms and independents. Having been on the "other side" for some time, here is how I would select a BI consulting partner...

Shared Vision

This one is obvious from the moment after the first handshake. If a sales rep/consultant doesn't ask about your goals and vision, run. There is no such thing as an "out of the box" BI solution for each organization and each one is different. So a successful consultancy firm/individual has to ask! Note, that there are "out of the box" technical solutions to common problems, but no business is common even in the same industry/vertical.

Shared Accountability

What happens if you fail? What happens if their resource(s) fail? How is UT/UAT performed? Don't be afraid to ask these questions. Many consultancy firms are happy to put "a body in the chair" to bill hours at the biggest possible margin to them. This is where smaller firms can really shine. A smaller consultancy firm lives and dies on reputation. Consultants who are invested in the BI space are most likely to have your back when you need it most.

Support

Will the consultancy firm be a true partner and help you support the solution? Can you call them weeks/months down the road and ask for help?

Will they leave you a "black box" or help your staff support and grow the solution?

No SoW can ever complete in this regard because no one knows what the future holds. If a consultancy firm isn't open to supporting you after the engagement, think twice.