Fixed-fees, saying "no" to prospects, and the power of Microsoft Dynamics certifications: A conversation with Elev8's Gus Gonzalez (Podcast transcript)

Editor's Note: This article is based on a transcription of a recent MSDW Podcast episode.

Microsoft MVP and Dynamics 365/CRM expert Gus Gonzalez has charted his own path to serving customers. The six-time MVP knows that some of his choices are a little unconventional, like his willingness to take on fixed-fee projects at the firm he founded, Elev8 Solutions; also his willingness to say "no" to new business if he sees a cultural non-fit with a prospective customer.

Gus shares his thoughts on fixed-fee projects; identifying good fits and non-fits at the qualification stage; why he believes all your consultants should be Microsoft Dynamics 365 certified; and product directions that excite him in late 2017.

MSDynamicsWorld: You're looking for certain characteristics in your customers, and are fairly strict about it; what are some characteristics that tell you if a customer is a good fit for Elev8?

Gus Gonzalez: For us, one of the most important things you have to have as an organization, in order for us to work together, is that you need to want to be involved. We're not the kind of partner that likes to just get paid to do the work and then at the end of the project just tell you what we did.

If you want to pay somebody to do all the work and just tell you what they've done, there's a bunch of partners out there that are really good at doing that. [They are] ...