I was asked by a prospective client how to get the
organization to "buy in" to a new software package.
It raises several interesting issues in that this
buy in mentality is normally driven by outside
influence or perceptions about change rather than
the software's own ability to make life easier, more
productive, efficient, etc. Most people that do not
adapt do so because they are either scared of the
new technology, job security, or feel they do not
have the knowledge to use it. There are several ways
to address each one of these and the way you address
it is different from one another.
Knowledge Area:
The knowledge area of the equation is simply the person
does not know the enough about the software to make an
intelligent choice, question or comment. This comes
down to teaching the person more about the system in a
non-condescending way so that they can grasp the concepts
in the most efficient way. It also helps that the person
doing the teaching knows the system inside and out be-
cause it gives the "student" the feeling of comfort when
looking at the system. People that work in the teaching
field would be indispensable at this type of structure
because they know how to teach a class and know different
techniques. The other reason the person should be very
familiar with the system is most people that are hard to
change will try to find any reason a new software package
does not work. For example, one error comes up on the
screen the "student" will be sure to point that out if
the teacher does not know how to address the error.
Job Security:
The issue of job security is a huge one especially in
these times of economic turmoil and politicians that don't
know what they are doing. This issue also effect different
industries. For example, the church industry probably
would not see this except in very large churches which
is only about 5% of the churches whereas a manufacturing
plant may downsize after implementing a machine that
does the same work as most of the workers. The best way
to address this is to be honest with people. If they are
going to lose their job or be moved tell them ahead of
time before the technology comes in to play. They will
respect you more even though they are losing their jobs.
There is a huge misconception out there to just fire them
on a Friday with no warning and this is a bad practice
among most employers because just like the CEO's have to
keep the business a float the worker is the CEO of the
household and needs to keep it a float. The advantage
that the CEO of the company has is that he knows trouble
is coming months or even years before it hits by looking
at a financial statement where the employee knows nothing
until that Friday when the company turns his/her world up
side down. I think employers are going to eventually find
themselves in bad times because eventually workers will
revolt like in the old days. It is just going to take a
recession where people are bad off and are tired of
employers running everything. Personally I do wish
this would happen but I will keep my own feelings to
a minimum here.
Scared About New Technology:
Most people are scared of the unknown. If you make
the unknown to them "known" then the uneasiness goes
away. The knowledge area and this area sort of work
hand in hand. As people become more knowledgeable the
less scared they will be and the more comfortable they
become. There will always be one or two people that
do not change no matter what you do. But as they
see other people adapting to change that will speak
volumes to them if these same people were initially
against the software. Another option may be to put the
older software against the new software performing
the same task. I do want to caution here in that you
want to ensure that you test these out first before
presenting them to the user and the older software
performs better. Newer technology should never hinder
a task more than a older technology.
I have also found that webinars work well when presented
by the vendor to the people that are hard to change.
The software vendor are the resident experts in these
areas and can normally address any question that arises
instantly. If they cannot than get another software vendor
because they are not going to be of much help if they
don't know enough about their own product to answer questions
in a timely manner or offer other solutions.