Digital Transformation for Small Businesses ORIGINAL ACADEMY PRESENTER SCRIPTS | DRAFT FOR RECORDING These scripts accompany the six lessons. They are original Academy explanations, not transcripts of the external videos. Presenter videos have not yet been produced. Review the wording before recording. LESSON 1: Business outcomes before tools Existing slide deck: slides 2-3 Welcome. In this lesson, we will explore business outcomes before tools. Frame a digital initiative around a measurable business outcome. Write the operational problem in plain language. Choose a measure that matters to customers or staff. Start with a manageable scope and a named business owner. A problem statement should identify the affected customer or team, the delay or error, and the scope. Record a baseline from actual work before setting a target. Keep assumptions visible: faster quotations may improve service but do not automatically guarantee more revenue. Choose a process owner with authority to change the work. Consider this example. A small distributor wants faster quotations. Its first objective is to reduce missing information and repeated approvals, rather than buy a broad suite of tools. Pause here and try this activity. Write a one-sentence problem and record how you would measure improvement. Here is one possible response. Pilot problem: quotations for standard products take a median of two working days. Proposed target: one day during a four-week pilot. Scope: one sales team and standard items only. Owner: sales operations manager. Also monitor correction rates so speed does not hide errors. Before moving on, think about this question. What is the best starting point for a digital project? The best answer is: A defined business problem and desired outcome. Clear outcomes guide the choice of process changes and technology. --- LESSON 2: Understanding the current process Existing slide deck: slides 4-5 Welcome. In this lesson, we will explore understanding the current process. Find avoidable delays in a simple end-to-end workflow. Follow a transaction from request to completion. Identify repeated entry, waiting and unclear handovers. Validate the map with the people who do the work. Walk through a real transaction with the people doing each step. Distinguish work time from waiting time, and show the information passed between roles. Include one common exception. A process map is a way to agree what to improve, so check whether each step adds value or provides a necessary control before automating it. Consider this example. An order moves through WhatsApp, a spreadsheet and accounting software. Mapping the flow reveals that staff retype customer details three times. Pause here and try this activity. Map one workflow in five to eight steps. Mark one delay and one repeated entry. Here is one possible response. Enquiry arrives, sales clarifies details, stock is checked, price is approved, quotation is issued, follow-up is scheduled. Waiting occurs at price approval; customer information is entered twice. Test a shared request record while keeping approval responsibility clear. Before moving on, think about this question. Why should staff validate a process map? The best answer is: To confirm it reflects how work actually happens. A useful map describes real work, including exceptions, rather than an assumed ideal process. --- LESSON 3: A shared view of the customer Existing slide deck: slides 6-7 Welcome. In this lesson, we will explore a shared view of the customer. Understand where a CRM can improve follow-up and service. Keep customer information accessible to authorised team members. Agree who owns the next action and when it is due. Define essential data fields before adding more complexity. A CRM needs a shared definition of an opportunity and its stages. A stage should describe evidence of progress, not optimism. Keep mandatory fields limited to what the team actually uses, and establish access appropriate to each role. Review stale records regularly. A contact database without accountable next actions will not solve missed follow-ups. Consider this example. A service company loses track of quotations when a salesperson is away. A shared pipeline records the enquiry, next action and responsible person. Pause here and try this activity. List the five customer fields your team needs most and assign responsibility for keeping them current. Here is one possible response. Essential fields: customer, contact route, requirement, next action with due date, and owner. Move a quotation to 'sent' only when it was delivered to the customer. The sales owner updates the record; a weekly review catches overdue actions and duplicate contacts. Before moving on, think about this question. Which problem is a CRM particularly suited to address? The best answer is: Fragmented customer follow-ups. CRM systems organise customer interactions and support shared follow-up. --- LESSON 4: Cloud tools and operating costs Existing slide deck: slides 8-9 Welcome. In this lesson, we will explore cloud tools and operating costs. Compare subscription convenience with ongoing responsibilities. Software as a service provides an application over the internet. Evaluate recurring costs, access control and data export options. Check connectivity, support and responsibilities before committing. Compare offers over the same period and usage assumptions. Ask about minimum terms, extra users, storage, integrations, renewal conditions and export formats. Include staff time for setup and learning. A hosted service still needs accountable user access, data quality and recovery arrangements; ask who performs each responsibility rather than assuming the supplier handles everything. Consider this example. A retailer compares two cloud tools. It includes user fees, integration work, training and the ability to export records when evaluating the offers. Pause here and try this activity. Write five questions to ask a cloud software provider before a trial. Here is one possible response. Ask: what is included in the subscription; what triggers extra charges; who administers access; how can we export complete records; and what support and recovery commitments apply? Compare the answers using the same user count and operating period. Before moving on, think about this question. Which cost belongs in a cloud software comparison? The best answer is: Subscriptions plus setup, training and ongoing support. The complete cost includes adoption and operating costs as well as the subscription. --- LESSON 5: Automation with useful controls Existing slide deck: slides 10-11 Welcome. In this lesson, we will explore automation with useful controls. Choose a stable, repeatable task for an initial automation. Look for clear rules, repeated steps and sufficient transaction volume. Keep human review for exceptions and consequential decisions. Pilot on a small scale and measure errors as well as time saved. Describe automation as trigger, input, rule, action and exception. Test missing values, duplicates and unavailable systems, not only the happy path. Prevent repeated execution from creating duplicate transactions. Assign someone to review failures. Start with a reversible workflow whose results can be compared with a sample of manually checked transactions. Consider this example. A team automates routing approved purchase requests. Incomplete requests go to a person rather than being silently rejected or approved. Pause here and try this activity. Choose a repetitive task. Describe its trigger, decision rule, output and exception owner. Here is one possible response. Trigger: an approved request is submitted. Rule: route to the buyer for its category. Output: one purchasing task with the request reference. Missing category or duplicate reference goes to the coordinator. Measure handling time and incorrect routing during a limited pilot. Before moving on, think about this question. Which task is a good first automation candidate? The best answer is: A stable task with clear rules and an exception route. A stable, bounded task makes the automation easier to test and supervise. --- LESSON 6: Useful data and a pilot roadmap Existing slide deck: slides 12-13 Welcome. In this lesson, we will explore useful data and a pilot roadmap. Connect data quality with a realistic improvement plan. Choose a small set of reliable fields and assign data owners. Record a baseline before starting the pilot. Review evidence before extending the solution to more teams. Give the pilot an explicit decision point: extend, modify or stop. State who collects evidence and how success will be judged. Include adoption, accuracy and operating effort alongside the headline benefit. Data clean-up needs ownership after launch, otherwise the same duplicates return. A small successful pilot is useful evidence, not proof that every branch is ready. Consider this example. A stock report becomes useful only after duplicate product codes and inconsistent units are corrected. The team tests the corrected process in one product group. Pause here and try this activity. Create a 30-day pilot outline: scope, owner, baseline, success measure and review date. Here is one possible response. Week 1: measure quotation time and clean core records. Week 2: configure and practise. Week 3: run one-team pilot with daily exception review. Week 4: compare median turnaround, corrections and staff effort. The sponsor decides whether to extend or revise. Before moving on, think about this question. What should you do before judging a pilot’s improvement? The best answer is: Record a baseline and agree the success measure. A baseline allows a meaningful comparison, while agreed measures keep the review focused. ---