Let's explore the following statements in detail: It’s easy to use You don’t need accounting knowledge You don’t need computer knowledge The software can do all these We can do a non-obligatory demo What business are you in? How much is the software? What are the system requirements?

1. 11 Nov 2016 SCCCI
by Kenny Goh, CA (Singapore)

2. Expectation ≠ Reality
On the menu On the table

3. Duck or Rabbit
Duck or Rabbit
Duck

4. “The most important thing in
communication is hearing
what isn't said.”
Peter F. Drucker

5. What it means
what you hear ≠ what it means
❶❷❸❹❺❻❼
What you hear

6. It’s easy to use❶

7. 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
……






8. Easy to use ≠ Able to use
Ease of use is a software feature, not a measure
of capabilityof the person using the software.

10. 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

11. Accounts Assistant
A 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.

12. . 1 You don’t need
accounting knowledge❷

14. "One of the mistakes
businesses 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

15. 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 output
from the software
Be specific about the setup involved – engage
or employ – NEVER take “easy” for an answer②

16. . 2 You don’t need
computer knowledge❷

17. Knowledge
Knowledge
≠ Expertise
Time
Master
0

18. Don’t need computer knowledge
Don’t need to be a computer expert
BUT still need to be
computer literate
Accounting
knowledge
Computer
knowledge
②

19. Yes! The software
can do this…❸

20. Knowledge Master
0 Training
Software ≠ Human

21. 19 Oct 2016

22. Time spent
in learning
Standard
classroom
training
Customised
classroom
training
1-to-1
consultancy
Time
Interaction
Self-
study
Online
portal
Trainingrequired

23. Time spent
in learning
Dollar cost
Standard
classroom
training
Customised
classroom
training
1-to-1
consultancy
Time / $
Interaction
Self-
study
Online
portal
Trainingrequires $$$

24. 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
knowledge
Computer
knowledge
Software
training③

25. Yes, we can do a non-
obligatory demo❹

26. 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

27. What business are you in ?❺

28. Every zebrais different

29. What business are you in ?
IMPORTANT!
Even if I don’t ask,
you must TELL ME
Every business is different
⑤
Pre-Sales Questionnaire

30. How much is the software ?❻

31. How much is the cab fare ?

32. How much is the cab fare ?

33. How much is the cab fare ?

34. How much is the cab fare ?
Source: www.lta.gov.sg

35. Software Solution ≠ Commodity

36. How much is the software ?
Seriously?
It Depends
Understand all that you need to have –
Remember pre-sales questionnaire?⑥

37. ❼What are the
system requirements ?

38. Hardware
Users
Software
as strongas the weakest

39. Ok, what about your
user “specs” ?
⑦
What are the
system requirements ?

40. Software ≠ Driverless car

41. Software ≠ Magic

42. 11 Nov 2016 SCCCI
Thank you
by Kenny Goh, CA (Singapore)