Marketing Cloud projects have not been part of most consultancies’ Salesforce work, so they likely don’t have a lot of general experience. Further, because of the range of products and add-ons available, there is still an issue of general competence and ability to execute. And when it comes to marketing business process expertise, you need to set your expectations very low: they either will be experts in the product or the process, but almost never both.
This brief set of questions is designed to help you evaluate the suitability of a Salesforce.com (SFDC) consultancy. It isn’t to be used as a questionnaire for the consultancy to fill out in the RFP. Instead, use the questions conversationally so you can see their flinches and know where to probe.