Have we spent enough time criticizing Nicholas Carr?

Naw … we can squeeze at least one more column out of his Harvard Business Review article, “IT Doesn’t Matter.”

Carr, you’ll recall, asserts that information technology has become a commodity, and as such is now more of a defensive play than a strategic advantage. We’ve reached the point of diminishing returns, it’s become uninteresting … got the picture? It’s a message that’s simultaneously baloney and something lots of business executives will eat up with gusto, because it reinforces their deep-seated belief that IT is just a money pit filled with propeller-heads who use the company’s money to buy themselves toys.

Among the many well-thought-out rebuttals to Carr’s article is “IT Doesn’t Matter”: A Critical Analysis of Nicholas Carr’s I.T. Article in the Harvard Business Review, an upcoming book by Howard Smith and Peter Fingar which (ahem) quotes quite a bit of my recent KJR article on the subject. The key point, upon which Messrs. Smith, Fingar and I agree, is that unless how you do business doesn’t matter, IT has to matter since it’s built into every aspect of how you do business.

It is, of course, our own fault. As I pointed out in Bob Lewis’ IS Survival Guide (Macmillan/SAMS, 1999) we should never have placed our emphasis on information in the first place.

Not that information is a bad thing, you understand. It’s that information is the frosting, not the cake. The most important value “information technology” brings to most organizations isn’t the information, it’s process effectiveness. Want proof? Perform a gedankenexperiment. Turn off all of your company’s information technology and look at what forces you into bankruptcy: Your inability to do anything useful at a cost within two orders of magnitude of your most inept competitor will end your business’s sorry stay on this planet, long before anyone has a chance to notice a lack of information.

The devil is in the details (or maybe it’s God who lives there, as Ludwig Mies van der Rohe asserted. Or maybe both, which has fascinating theological ramifications not relevant here … but I digress.) Ahem. As I was saying, details matter. Our profession’s failure to understand that IT’s first priority is promoting efficient business processes has led to a staggering number of bad decisions, most of which are in the details where nobody ever sees them.

Nobody, that is, except everyone in the company who does real work. They live with the bad design decisions resulting from a focus on information instead of a focus on business process effectiveness. We call what they live with the “user interface.” We should call it “helping get important work done,” or maybe the “business process manager.” Then the user interface, which frequently ranks between “low priority” and “afterthought” in IT projects, would be elevated to where it belongs: The single most important factor in any IT project’s success.

Because there isn’t any such thing as an IT project in the first place. Projects are about business change — about how to make the business run better. With some exceptions (data warehousing projects, for example) the goal is to improve business effectiveness — to improve, that is, the efficiency of business processes and the impact of each employee.

So the next time someone charters an “IT project,” give it the right focus. Somewhere near the top, in the statement of objectives, make sure it says something like, “The purpose of this project is to optimize the company’s ability to xxx.

“And maybe, along the way, generate useful information, too.”

When Communications Systems reported to me, we divided our data business into four areas: Networking equipment, servers, desktop equipment, and desktop support.

Our first two server vendors just didn’t work out — when asked why they delivered a server with no cable to connect the disk drive and controller, the sales rep from the first vender answered, “That’s how you ordered it.” The second vendor was even worse.

Each time our preferred provider messed up, we called the sales rep for our desktop vendor, who got us up and running on both occasions. So I called a staff meeting and asked, “Is there any reason to re-compete this business?” Nobody saw any reason to go through the effort to make another guess at who might support us well when we already had the proof from a vendor we already knew.

I mention this because of last week’s column about First CEM Bank, which wouldn’t accept just some business from a mid-sized retailer. It needed to start with a “deep relationship” or it wasn’t interested. Unlike FCB, our desktop vendor understood that deep relationships are earned. Fortunately, it isn’t the only one.

So I got off the plane, took the shuttle to Enterprise Rent-a-car (that week’s lowest rate on Travelocity) and approached the desk. The young lady behind the counter finished in roughly a quarter the time I usually spend at a car rental counter and pointed me to where I was to pick up my car. As I walked up, a man with a clipboard greeted me: Enterprise located its printers where the cars are, not behind the desk, so everything printed while I walked, not while I waited. Smart.

The man with the clipboard showed me my car, reviewed it with me for damage, and asked if I traveled much. When I told him I did he provided a card with a telephone number so I could arrange for a corporate discount.

Hmm. Less waiting, personal attention, and they actually asked for my business. Very smart. Also unique. So long as their rates are competitive (not necessarily lowest, but competitive) they have it.

So I bought a Minolta/QMS magicolor 2300 DL printer. It printed great, but I couldn’t reach it through my network. I called tech support, and after a very short wait spoke with a guy who recognized the problem and immediately escalated my call, without my having to ask. The technician he reached told me to buy a cheap hub to sit between my router and the printer. If that fixed the problem, he told me, Minolta would send me a toner cartridge to keep me whole financially.

Two days later he called me … that’s right, he called me … to make sure everything was working right. Two days after that the toner cartridge arrived on my doorstep.

So I recently bought a new laptop computer — a Compaq Presario 2500 — from Best Buy. It worked fine, except the internal wireless adapter wouldn’t connect to my D-Link wireless access point. After two hours on the telephone with one of Compaq’s support technicians — a personable and knowledgeable woman — we agreed the Presario’s 802.11g card must have a subtle incompatibility with the D-Link. Since I’d bought the system from a retailer, she suggested I work with them, rather than having to ship the laptop to Compaq for service. Good idea. Thanks for a great effort.

But first I contacted D-Link. Two other wireless adapters connected to their wireless access point just fine, I explained — any ideas about what to try with my Compaq? D-Link’s e-mail tech support, unlike that of some other companies I could name, is provided by actual human beings, who suggested three possible avenues to try, even though it really wasn’t their problem. None worked, but they tried. Very much appreciated.

Which brought me to Best Buy’s Geek Squad. I explained the situation to one of their technicians, who unboxed a new 802.11b wireless access point, hooked it up to one of their computers, and demonstrated to our mutual satisfaction that my system’s wireless adapter was working just fine — the problem was, in fact, an incompatibility between it and my D-Link unit. “That’s what I expected,” I told him. “So here’s my question: Whose problem is this — mine or Best Buy’s?”

He promptly called over a manager and explained the situation. The manager then asked me how I’d prefer he solve it. “If you’ll give me a wireless adapter to plug into the PC Card slot, I’ll be happy as can be,” I answered. Which he did.

Every one the companies mentioned in this column has made a conscious decision to provide a great customer experience, figuring it will pay off both in direct additional business and word-of-mouth marketing. Does the strategy work?

I guess it does: They have my business, and you just read this column.