References

We won't try to kid you. Getting other businesses to go into depth about their experience with a certain consultant or team might not be easy. For competitive reasons, companies often don't like to discuss their difficulties in implementing technology. Also, they often don't like to admit that they were swindled. No businessperson enjoys appearing naïve.

But it will be worth the effort if you find out anything that makes you the least suspicious about a consultant. Or on the flip side, if you hear lots of praise, you just may have found yourself a winner.

Questions you might ask include:

• What was the most difficult part about working with the consultant?
• How much time did it take to manage the relationship?
• Whom did you enjoy working with in particular?
• What advice would you give on how to work effectively with them?
• Would you use them again? Why not?