What is the most important factor in the success or failure of your software project, when placed in the hands of an outside vendor? It's probably not what you think.
Some obvious selection criteria come to mind:
* Tenure of the firm
* Size of the firm
* Capability set
* Industry expertise
* Location
Every company employs resources that may or may not be available when it's time for another round of changes. The W-2, 1099 or corp-to-corp status of the person has nothing to do with it. Both product companies and consulting firms turn over their staff, and never at convenient times. You have no guarantee that the technicians who installed your solution this year will be around next year.
And about that insurance industry experience listed on the web site... Is that same person going to work on your project, or is it a skill reference from someone that worked there five years ago?
If the firm has 10 people, how many of them are in sales? How many of the engineers have worked in your industry sector?
If the firm has been in business for four years, will it make five? The statistics say no. Are you going to inspect their books to satisfy yourself about their financial health? Doubtful.
The point is that there are lots of nebulous aspects to vendor or product selection. It's nearly impossible to guarantee a perfect fit. Even if you find one, it will change.
Yes, do the homework. Yes, find the best capability fit. But ask the important questions that let you sleep at night when the inevitable challenges come...
* How did this vendor handle challenges during the project?
* How did they show a commitment to your success?
* How were you treated during the engagement?
...and the granddaddy of all reference questions...
* Why would you hire them again?
I once worked for a man named Bill in Chattanooga. When his key account dropped his distribution services, the downward spiral caused him to lose his company. He spent the next several years of his life personally repaying every supplier he owed. Unusual? Maybe. But predictable for a man who always kept his word.
Bottom line advice: Work with people who care about your success. People you can trust.
It's fine to have a vendor with a strong profit motive. You want them to succeed so that they will be there for you next year too. But they should also have a compelling track record of working through tough issues in a way that made their customers come back for more. It's called character, and it will show up in the references. Check them.