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)