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11 Nov 2016 SCCCI
by Kenny Goh, CA (Singapore)
Expectation ≠ Reality
On the menu On the table
Duck or RabbitDuck or RabbitDuck
“The most important thing in
communication is hearing what isn't said.”
Peter F. Drucker
What it means
what you hear ≠ what it means
❶❷❸❹❺❻❼
What you hear
It’s easy to use❶
It’s easy to use
Few mouse clicks to get to a particular function
Keyboard shortcuts to reduce mouse clicks
Simple non-technical terms to ease understanding
Comfortable look & feel to move around
……
Easy to use ≠ Able to use
Ease of use is a software feature, not a measure
of capability of the person using the software.
It’s easy to use
It's easy to use, BUT whether your
people know how to use or not is a different thing
Understand that however easy, using software has pre-requisites①
Accounts AssistantA fast-growing SME looking for a dynamic and qualified
person for the above post:
• Knowledge of XYZ Accounting Software an added
advantage
• NO accounting knowledge required
• NO computer knowledge required
Remuneration will commensurate with experience.
• NO training will be provided.
. 1 You don’t need accounting knowledge❷
"One of the mistakesbusinesses make when they buy accounting software is in
believing that they don't need to know anything at all about
financial accounting because the
software will just take care of it for you."
Data entry ≠ Accounting
Don’t need accounting knowledge
Don’t need accounting knowledge to input into the software
BUT need accounting knowledge to
•set up the software &
•supervise the outputfrom the software
Be specific about the setup involved – engage or employ – NEVER take “easy” for an answer②
. 2 You don’t need computer knowledge❷
Knowledge
Knowledge ≠ Expertise
Time
Master
0
Don’t need computer knowledge
Don’t need to be a computer expert
BUT still need to be
computer literate
Accounting
knowledge
Computer
knowledge②
Yes! The software can do this…❸
Knowledge Master
0 Training
Software ≠ Human
19 Oct 2016
Time spent
in learning
Standard
classroom
training
Customised
classroom
training
1-to-1
consultancy
Time
Interaction
Self-
study
Online
portal
Training required
Time spent
in learning
Dollar cost
Standard
classroom
training
Customised
classroom
training
1-to-1
consultancy
Time / $
Interaction
Self-
study
Online
portal
Training requires $$$
Yes! The software can do this
Yes, the software can do this
BUT whether your people
know how to use or not is (again) a different thing
Accounting
knowledgeComputer
knowledge
Software
training③
Yes, we can do a non-obligatory demo❹
Yes, we can do a non-obligatory demo
Yes, we can do a non-obligatory demo.
Non-obligatory means not-immediately-obligatory. Seriously, we’ve got bills to pay too.
④
What business are you in ?❺
Every zebra is different
What business are you in ?
IMPORTANT!Even if I don’t ask,
you must TELL ME
Every business is different⑤
Pre-Sales Questionnaire
How much is the software ?❻
How much is the cab fare ?
How much is the cab fare ?
How much is the cab fare ?
How much is the cab fare ?
Source: www.lta.gov.sg
Software Solution ≠ Commodity
How much is the software ?
Seriously?
It Depends
Understand all that you need to have –Remember pre-sales questionnaire?⑥
❼What are the system requirements ?
Hardware
Users
Software
as strong as the weakest
Ok, what about your
user “specs” ?
⑦
What are the system requirements ?
Software ≠ Driverless car
Software ≠ Magic
11 Nov 2016 SCCCI
Thank you
by Kenny Goh, CA (Singapore)
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