Work the vendor interview process

Much like the employee hiring process, hiring a vendor takes time and preparation. When interviewing prospective vendors, be sure see their past work and meet with the actual people who’ll be involved with your project. Think about the following during the interview:

• Do they ask questions? In order to create a solution, any consulting firm will need to understand the problem. Asking questions shows they care and that they’re prepared.
  
• Does it seem too good to be true? For example, if you’re considering five firms for a project and four of the five have stated that your delivery date is unrealistic but one firm can, somehow, hit your deliverable, they may be just telling you what you want to hear to get the business (and will disappoint you by missing the deadline once you’re signed on the dotted line).


• Do they pay attention to the details? In the sales process, you’re most likely going to see the best side of the firm. If they’re late or don’t follow through on small details in the bidding process, it won’t get better once you’ve engaged them.
  
• Look for a fit at the cultural level. Similar to having employees who fit the culture of your company, look for a cultural fit with your outside provider.
  

Tom's Takeaway: Hiring a vendor should be undertaken with the same level of preparation and scrutiny given to hiring a new employee. Ask tough questions and play close attention to what is said -- and left unsaid -- by all vendors you consider.