When selecting one technology solutions provider over another, buyers should focus on each firm’s project delivery disciplines. This includes a robust and systematic process, clarity of expectations, consistency and alignment across the firm, and accountability of the parties. If a firm can’t demonstrate alignment in their marketing materials, sales presentations, proposals, contracts, and delivery process, avoid them! A good marketing team will be well-educated in the delivery process, so that it can be simplified and packaged for the sales team to adhere to and for buyers to understand. It’s a big red flag if a contract or delivery team does not affirm the promises of the sales and marketing message. Buyers want to spend money with firms who unify these important processes within their firm and in all dealings with the buyer.