Technology for your Mission

A coworker of mine likes to say that clients pay consultants to tell them what they already know. I would agree, with one small change. Clients pay us to help them understand what they already know.

Our clients already know they need a new server. They already know their database isn’t tracking the data they need. They know no one is visiting their website. But they don’t understand it. They don’t know why, and they certainly don’t know how to go about fixing it. And frankly, telling them what they need to do in the form of a document isn’t going to help.

A few years ago I volunteered at a community center in west Philadelphia. There I taught basic computer skills to under-privileged adults as part of job training. If there was one thing I learned, it was that having them memorize a set of steps to save, or print, or italicize, just wasn’t helpful. As soon as something went wrong, they were out of luck. Instead, I had to teach them the process. Explain context menus, tool bars, contextual editing. I had to teach them how a computer worked. Only with this knowledge could they figure things out on their own. Not that I was particularly good at it, teaching this kind of thing proved very very difficult.

Creating a Strategic Technology Plan is no different. You can explain the steps needed to gather requirements and implement a database as much as you want, but it isn’t going to do them any good. You have to help them understand the process, the reasons for doing things in a particular way. They have to understand how metrics drive fund raising drives implementation projects. They need to understand why long term budgeting is important.

The deliverable is a piece of paper that will be shown to the board once and put on a shelf. The valuable part is the lesson. This is what our clients pay us for.