A Principle Centered Approach To Technology
May 6, 2008
We get calls all the time from people wanting merely to “replace” their existing technology. This most often happens when there is equipment that has gone “out of service”–a fancy way of saying there are few parts available for it.
Recently, I was asked by a prospect about our approach to this and we talked about 3 principles that govern any recommendation we make.
1. Complete and Utter Analysis. We have something we call SPA, Systems and Procedures Audit. It’s a way for us to be “on target” with what we recommend. In other words, we want to make darn sure we’re solving the right problem. If you’re merely looking to replace what you have, you may be solving yesterdays’ problems and not preparing yourself for tomorrow’s.
2. Business Application. Part of this Audit is to understand the business drivers. Yes, we will want to know more than ‘how you answer your phone.’ We’ll want to know your plans for growing your business. It used to be that technology was a convenience–now it can be a “competitive advantage.” So for us NOT to ask those questions could rob you of future market advantage.
3. ROI. As far as we’re concerned there needs to be a financial ROI on your investment. If there isn’t, then you shouldn’t spend any money. This ROI is divided into Hard Costs and Soft Costs. Hard Costs are easy. But Soft Costs is where the real financial windfall comes. We will ask you many questions so that our recommendation makes financial sense for you.
Do other companies do this as well? Of course. But if you’d like to see our SPA (audit) then call us and let us know if you want to go through it.
Pete DiPaola is the Chief Executive Officer of G3 Technology Partners and a contributor to this site. He can be reached at pete.dipaola@g3tp.com
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