Ask about their discovery process, how they handle scope changes, who will be on your project team, what documentation you receive at close, and how they measure success. The answers reveal whether the partner operates with structure or improvises.
Key questions to cover before signing: What does your discovery phase look like, and what is the output? How do you define and manage scope, and what happens when requirements change mid-project? Can I meet the technical team who will do the work? What is your experience with companies in my industry and at my scale? How do you approach data migration, and can you show a field mapping example? What training do you provide, and how do you ensure our team can manage the system after you leave? What post-launch support options do you offer? What does "done" look like, and how do you measure success? What is included versus out of scope in your proposal, and are there any fees not captured in the initial quote? Can you share references from clients with similar projects? After the partner answers, ask one more: "Tell me about a project that did not go as planned." Their response tells you more about their maturity than any case study. Partners who default to vague answers, refuse references, or pitch standardized packages without understanding your current state are telling you everything you need to know.