Timing is everything

I work with companies in all different phases of growth and I'm fascinated with how the timing of technology events is different for every type of company. When I was new in tech sales I'd talk with a new prospect and they would share with me their timeline and I might get super excited if they told me the work had to be done right away.  When I ran my IT company I had a different perspective.  it was all about putting projects in the pipeline so we could do excellent work while still meeting the customers timeline expectations and not work our engineers to death.  In growing businesses the timing of implementation is also effected by cash flow of the company.  They may know exactly what they want to do.  They may want to do it now but they may not have the financial resources.

I think it is crucial that timing and budget are part of the initial conversations for any company looking to take on a major technology initiative.  The problem is that many buyers are afraid to show all of their cards early in the process.  That only makes sense.  Many companies and individuals have been mistreated by sales people and consultants who are self serving and inexperienced.  It's because of those bad experiences that many people find their trusted advisors through personal recommendations.  That's usually a good place to start.  It's also important to make sure to further qualify the provider by asking for references and like experiences.   Also, gut feel is important too.  If the consultant is not respectful or if they are arrogant.  They are not getting my vote.

So I think that I've learned to respect the customers time line, no matter what it is.  I've also learned that it can shift quickly and I need to be flexible.  I must consider the life cycle of the company as well.  Younger companies don't usually have as much cash to work with.  This requires a sub set of solutions that won't break the bank.  Fortunately there are lots of options in a large price range.  I'm grateful to be part of the solution for a company as they grow and change.  If I'm smart I'll keep their needs and priorities in front of me when making recommendations for their projects.  I'll never forget that its their company, their money and their sacrifices.  I'll know when to tell them to move on from me when we are no longer the right fit.

When I had my own company I learned that some times you can jump too soon when diving into a new solution.  It is hard to survive if your technology is too expensive and you can't afford to pay the employees.  I also learned that the right solution can be priceless.  It can allow your business to grow and flourish, unhindered by technology. In the final analysis, though, its people who make a business run.  If your not sure about your technology decision.....give it some time.

Thanks for reading
pz  

Android SIP/VoIP Client

This is a fun video that demonstrates a SIP (session Initiation Protocol) connection between mobile phones. Basically 2 mobile phones using their internet connection to make a call to each other. Lots of fun implications for VOIP.

Fonality's HUD for Remote Workers

One more cool video to check out.

Fonality's HUD for Executives

I've spent the last week learning this product. I really like it. It's actually affordable too.

Managing Change

This week I started a new job with AiTech.  I'm very excited to be a part of their team.  I have to admit that the whole experience caught me off guard.   As a consultant to businesses I work with them to manage change all the time.  In fact they usually come to me when they are on their way into a big change.  So this experience has been really good for me.

I had heard grumblings of a possible buy out but those kind of rumors are always around in a small company.  So...I tried not to get too caught up in them.  We'd been down that road before and been all anxious for no good reason.  I had not taken any time to think through the idea of working for another company.  Especially because the owners of Superior had done a great job of keeping everything on the down low.  When I heard there would be an announcement last Friday I had no Idea what was happening.  Much less clue who would acquire us.

At first I was very excited.  More customers to call on,  more resources,  more engineers,  nicer office, smaller commute.  After my first week, I'm glad to report that those feelings still ring true.  I was most shocked by the challenge I had this week giving up certain responsibilities.  For the last 7 years I've spent most of my time in a very autonomous state.  Most decisions fell on me and I was used to making the call.  An experience that I will always value.  So, while I was grateful to have lots of new help this week I was also afraid that somehow I would not measure up.

People always say that the school of hard knocks is good for you.  You learn to fend for yourself and make decisions.  Yep...thats true.  I'm not sure you always make the best decisions.  But you make progress and thats important.  I'm learning to trust the people around me that I just started working with.  I'm learning to give up old challenges and take on new ones.  I'm learning to trust in an additional group of engineers to carry out the projects we are proposing. Change takes most people by surprise so I guess I can give myself a week to adapt.  I must say.  I can't imagine a better fit for working with me than the team at AiTech.  They did everything they could to make me feel comfortable this week.  I even got a couple of nice new pens that gladly I have not lost yet.

I guess the best way to manage change is to give up some control.  To allow everyone to be authentic.  To start by trusting.  Start by giving.  Keep communicating.  Thats what I'm going to focus on as we move forward.  I'm excited to see what happens!

Relationships Rule

As long as I've been in technology there have been companies trying to be a one "one stop shop".  I find it interesting that this seems to be a real challenge to pull off over the long term.  When I was with McLeodUSA I was selling phone systems and the other reps were selling phone lines.  What I found interesting was that the success or failure of our selling together still ended up to be all about relationships.  The other reps that could form solid trustworthy relationships with were very successful.  Today the likes of Loffler in technology and ADP in benefits\payroll are making headway to become your "one stop shop" as a business.

Time will only tell if these strategies will work out for them.  Now that the "recession" is at an end (depending on who you talk to)  I think we will see more of these kinds of mergers happening in the technology business. I've spent the past 10 years building my own personal network of trusted technology resources.  I often ask myself what it would be like if we all worked for the same company.  I may get the chance to find out....who knows?  Whatever happens I still believe it will be the quality of my relationships that rule my success or failure.  I've learned that if I am working with a business partner and it seems too good to be true....it probably is.  If I have red flags about their behavior, lack of action, treatment of my customer or me, I need to address it right away.  If they are not willing to discuss or see my point it may not be a good fit.

I'm currently working on a project that involves multiple partner relationships.  Needless to say we've run into some snags on the project.  We met yesterday with the customer (who has been great to deal with) and made progress towards coming to an understanding of how we would all share the pain of what has gone wrong.  It was not an easy conversation but it was extremely rewarding.  I felt my relationship with my business parter and the customer grow stronger.  This is what good business is all about.

My advice is to work with partners and customers who are interested in a quality long term relationship.

Have a great weekend!

Microsoft Office 2010 Introduction

Here is a look at what is ahead for Microsoft Office. I'm really excited about this release because Microsoft is taking Google head on. Greater competition should lead to better products. I'll keep my readers up to date when I get the guts to install the beta version on my production laptop.