The rapid economic and technological developments in the globally oriented business world make the strategic use of information technology (IT) essential. Small and medium-sized enterprises (SMEs) are running behind regarding the application of IT and therefore it is necessary to stimulate the diffusion and adoption of this technology within this group. In this article a so-called IT scenario model is described, with which communication can be established with entrepreneurs from SMEs concerning the strategic application of IT. Theoretical approaches and concepts regarding the diffusion and adoption of IT are essential components of the model. The IT scenario model consists of an environmental aspect, six phases and three aspect areas. The model was put into operation through various interviews with SMEs in the furnishing sector.