Ep.12: The Consulting Dating Game – Hiring for Accountability, The Fixed-Price Trap & Designing a Project Prenup

This episode dives straight into the awkward reality of the Microsoft partner ecosystem—asking why, with 8,000 partners globally, so many projects still feel like a regretful one-night stand. It moves beyond the standard sales pitch to explore the critical choice between "marrying" a Microsoft Partner for long-term stability or having a "fling" with an Independent Consultant for speed and niche expertise. The conversation moves through the complexities of commercial arrangements, debating whether the industry obsession with fixed-price projects is actually driving the lack of accountability versus the reliability of a retainer model. It covers the hidden risks of the "bait and switch"—where stellar CVs are swapped for junior delivery teams—and discusses the provocative "multi-vendor model," questioning how multiple partners can coexist without one sitting in the uncomfortable "cuck chair" watching the other work. It also draws powerful parallels between contract negotiations and prenuptial agreements. The discussion challenges the client's role, arguing why you need a "project prenup" for when things go wrong and why trusting a "virgin" consultant without experience is a gamble you shouldn't take. It concludes with practical strategies for spotting red flags—like powerless project managers—to ensure you know exactly who you are getting into bed with before the contract is signed.