Over the past year, I helped the Michael J. Fox Foundation move core business operation and data systems from a legacy CRM to a modern CRM architecture. It was quite an experience, not unlike rebuilding an airplane in mid-flight, but ultimately the transition went smoothly with minimal impact on business operations despite the complexity of the project and the number of internal and external teams involved. At Dreamforce, I on how we accomplished this and the impact we have seen across our Sales, Marketing, and Service departments since making the move. Thanks to the folks at,, and for snapping a few shots during the presentation. It was fun to see the talk picked up on and in. Looking forward to next year!

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It's been a busy year. I started 2015 off with an RFP and search for a new Salesforce partner. I transitioned the new partner into our organization and business processes in the Spring, and since then I've been working on improving every aspect of our CRM. Today, I'm sharing a few thoughts on choosing the right partner. In general, these suggestions could be applied to seeking out any business partner or vendor for your organization.

Start Small Many consulting firms will want you to commit to a large agreement that covers all services that will be provided for the entire year or multiple years. If at all possible, I strongly suggest pushing for a limited engagement to start, which covers a few small projects. This will allow you to see how well you work together. If all goes well, then by all means expand your partnership. However, it is a recipe for failure to project costs for a large long-term engagement where neither party has ever worked together and no one fully understands the exact requirements.

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Neither organization wins. The only one who wins is the sales person who gets a commission for the large poorly scoped project. Demand a limited initial scope and trial period. Everyone will be happier.

Don't Discount Location At the start of my search I had thought that it would be fairly easy to work with any consulting firm regardless of where they were located. I looked at organizations in New York City--our home base-- and all throughout the US and Canada. I'm a fairly tech savvy person and regularly use teleconferencing tools to collaborate with consultants all over the world. However, during the RFP process, it became very clear just how important it is to meet face to face when you are implementing something as complex and business critical as a CRM system.