There is a new work-for-free game going on in the Salesforce ecosystem.

I was at a Salesforce user group today, and got the story over lunch.

Up and coming business with potential for lots of projects approached three big implementation partners.

They gave them the criteria and 8 weeks to complete it, and will select the “winner” from the final results.

Say you (only) assign one $125/hr expert to work on this project.

That’s a $40,000 gamble.

As the guy at the table said, he can only do that so many times, especially if he strikes out.

He thinks it is worth it because he wants their future business.

This is the difference between an employee making a decision and a business owner.

From my perspective, this is an opportunity to win a lousy client.

If it works for them, why wouldn’t they do it over and over?

Is there any sign that they value the Salesforce partner?

That they want to have a long term relationship, where the partner can do increasingly valuable work for them as they build institutional knowledge?

Or will it always be work on spec, cross your fingers and hope?

Up to now, implementation projects have been a risky bet for the buyer.

Hire a firm, hope that in six months or two years you have a working solution.

Looks like the pendulum is swinging the other way.

When, if ever, would you take this bet?