Ask the Right Questions

When you stop at a stand, don't just ask what they build — ask how.

• "How do you start projects?" - If the answer is "we jump straight into coding," that's a red flag. A good partner should discuss discovery, prototypes, and testing ideas before you burn your budget.
• "How do you make sure my team will actually use what you build?" - Because adoption is everything. If they wave the question away, move on. The right provider will have stories about training, change management, and building tools that fit existing workflows.
• "Can I talk directly to your developers?" - While layers of account managers and project coordinators might sound safe, they often lead to miscommunication. Direct access saves time, money, and sanity.
• "How do you handle scaling?" - Your pain isn't getting version 1 live - it's what happens when the spreadsheet you've outgrown needs to become a platform. The provider should explain how they design systems that grow with you, not against you.

Spot the Red Flags

• Buzzword bingo - If their pitch is mostly "AI! Blockchain! Metaverse!" without examples that matter to a 30-person consulting firm, thank them politely and keep walking.
• No track record with SMEs - Startups and enterprise giants are different beasts. You want someone who knows what it means to automate processes for a 25-person consultancy stuck in Excel.
• Rigid pricing with no small entry - If it's "£250k minimum project" or "nothing at all," they're not set up for you. The best partners will offer small, low-risk starting points — audits, proofs of concept, or quick wins — before scaling up.
• Vague answers on security or budgets - Two things you can't compromise. If they can't explain how they keep data safe or how they avoid runaway costs, walk away.

Look for the Good Signs

• They ask about your processes, not just your project idea.
• They explain things in plain English, not IT jargon.
• They're transparent about where off-the-shelf tools might be enough — even if it means less billable work for them.
• They share how they've helped other SMEs through case studies

Final Thought

Finding the right software partner at a conference isn't about who has the biggest stand or slickest video.

It's about finding someone who understands your business, respects your budget, and can scale with you.

Some say the perfect partner feels like an in-house team you didn't have to hire. We just call that common sense.

So next time you're walking the conference floor, don't get blinded by shiny pitches. Ask the hard questions. Listen for the red flags. And look for the people who start small, prove value early, and scale with you at your pace.

That's the partner worth swapping business cards with.

If you'd like to test all these tactics in real life, visit TH-EY Stand: B1052

Read more at:
https://th-ey.com?utm_source=tbs