Technology value through Focus and Will

Years ago, I went on a course that presented three steps for achieving results:

• Focus
• Will
• Capability

I read about cultures that achieved great things. They lacked the skills or capabilities to move forward, but had the focus and will. They eventually developed the capabilities.

The same is true of technology. I see many small business owners that are frustrated wth technology. They don't have the interest and abdicate their responsibilities to others who are comfortable with it.

I understand the frustration that these business owners have. Most technology based solutions are presented as technology solutions in their own right and not as business solutions.

When a business decides to buy software, they start with a business problem. As solutions providers, we jump right in and assume that the software is THE solution. The business peopl lose interest, because they don't care about the technology. They care about their business problem. This is the way it should be.

The three words listed above offer the solution to the problem.

Focus: on the business problem, not on the software. What problem are you trying to solve. If it is important to your business, keep this focus. Don't get distrated. When the software supplier tries to teach you everything about the software (fire hose training), resist and get them to focus on the features and functions that will help solve your problem.

Will: This will be painful. The technical support people will try to get you away from your focus, to get their approach and become technical. Resist. Maintain your focus. Learn what you need to know to succeed at solving your problem.

Capability: If you can maintain your focus, you will learn what you need to know. You don't have to be a technician. You need to understand how to manage technology so that it helps your business.