1. Tool Stack Transparency

• What LinkedIn automation tool do they use?
• Can they explain compliance and deliverability safeguards?
• Do they have CRM integration and reporting access?

2. Process Clarity

• Can they walk you through campaign setup step-by-step?
• How do they handle ICP definition, message sequencing, and sender safety?
• What's their inbox management protocol?

3. Results Definition

• How do they define "success"?
• Benchmark metrics to expect:
  • 25-35% connection acceptance rate
  • 8-15% reply rate (of accepted connections)
  • 10-20% meeting booking rate (of positive replies)

4. Client Portfolio Fit

• Have they worked with your specific ICP and offer type?
• Do they understand your sales cycle and compliance requirements?
• Can they show case studies from similar industries?

5. Communication Cadence

• How often will you get updates?
• Who's your point of contact when things go wrong?
• What does their reporting schedule look like?

Red flag: Vague answers about "internal systems" or "proprietary tools" = walk away.