A reference creates confidence only when it is verifiable, relevant, detailed and current.
What to expect
- 01
Ask for verifiable evidence
A useful reference names a customer and contact person, enabling procurement to validate the project rather than rely on an anonymous claim.
- 02
Check the relevance and the detail
Review the starting situation, objectives, methods and results, and ask about reliability, communication and handling of problems.
- 03
Keep references current
Personnel, methods and technology change. Reference age matters when judging whether a provider still has the capabilities needed.
- 04
Scale checks through automation
Automated validation and structured quality feedback make reference checks scalable in consulting prequalification, as used at Deutsche Bahn.
About the author
As co-founder of apadua, I focus on how procurement can strengthen its contribution to the business. In this article, I explore how verifiable, relevant references and structured checks improve supplier qualification.
