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How to Sell to a CIO

In 2006 I wrote an article explaining a recommended sales approach for selling to a CIO. The article has been available as a downloadable PDF file since that time, but I thought it might be a good idea to have the text of that article available directly on my blog as well. And after my […] Read More

As a child, I read the story “The Emperor’s New Clothes” by Hans Christian Andersen. The story is one of the earliest known accounts of a trick that technology salespeople use all of the time. Let me first recap the story, and then I’ll explain the trick and how to deal with it. The Plot […] Read More

Taking Shadow IT Out of the Shadows, Part 2

In my previous post I described Shadow IT and the problems it causes. In this post I’ll describe some approaches that the formal IT organization can take to deal with Shadow IT, and I’ll give you some recommendations. 5 Approaches to Dealing with Shadow IT Most formal IT organizations take one of five different approaches […] Read More

Taking Shadow IT Out of the Shadows, Part 1

Shadow IT is one of the names for the Information Technology work and expense that’s done outside of the control of the formal IT organization and outside the formal IT budget. It’s more prevalent in some companies than in others, and it often changes over time within a company. I’ve found that the amount of […] Read More

Why Both Government and IT Need Transparency

A lot of people in the United States are against what they call “big government.” Yet most of those people are in favor of government services that they consider essential. In many cases, the concern about big government is not actually a concern about the size of government — it’s more a concern about a […] Read More

12 Problems in IT Caused by the E-Myth

In 1986 a book called “The E-Myth” attracted a lot of attention. The “E” in “E-Myth” refers to entrepreneur, and according to the myth in Michael Gerber‘s book, if you’re good at a particular skill then you’ll do well starting a business which requires that skill. So, for example, if you’re a good cook then you’ll […] Read More

The Naive CIO

The naive CIO believes all the articles telling you that it’s your duty as a CIO to prevent devices like iPhones, Android devices and tablets of all types from coming into your workplace. The naive CIO may actually believe that there is a workplace these days, even though more and more business is being conducted […] Read More

Future IT = Cloud + Mobile + Enterprise App Store

There’s been a lot of talk about cloud computing, and mobility has been in the news for years.  But apps and an enterprise app store are going to bring it all together to remake the face of IT. Cloud Computing Cloud computing is a method for delivering computing resource.  Its principal attributes are outsourced management, […] Read More

I’ve talked about the changing nature of IT in a previous article, but it’s amazing to me how fast some of the changes are taking place. Ten or twenty years ago the key skills for someone in IT were systems analysis and programming — mostly technical skills. But more recently the need for those skills […] Read More

In my last article I talked about why IT magic is never good. Well, I guess I should have known better than to use the word “never.” In his “Thoughts by Techxplorer” blog, one of my readers came up with a pretty good exception: a situation where the thought of IT magic — but not […] Read More

Why IT Magic is Never Good

I recently spoke at a conference attended by senior business and IT people from accounting firms. I described my usual view on IT Magic: that when Information Technology gets too complex, it’s perceived as magic; then there are lots of problems for IT because business people develop unrealistic expectations. In the Q&A with attendees, one […] Read More

Why Cloud Computing is Good for Your Financials

Here’s the way most people justify automation of a manual process: they replace a high variable labor cost with a relatively fixed system cost.  I’ll illustrate using graphs, then show how cloud computing fits into the picture. Before: A Manual Labor-Intensive Process Before any automation, the financials for a manual process look like this: With […] Read More

IT Governance is Like Pushing a Rope

IT governance has been getting a lot of attention lately in the press. Frankly, it bothers me, since I think that a focus on IT governance is misguided. Four years ago I wrote an article about the difference between management and leadership. In the article I said that: “… management is like pushing a rope; […] Read More

The question about the pros and cons of using a business/IT liaison person came up at a meeting I attended last week. I’ve got to admit some bias on this issue. Long ago I tried using a business/IT liaison person for one of my software development groups, and I wasn’t happy with the result. The […] Read More

What Penguins Know about ERP Success

Have you ever watched a nature documentary showing penguins entering the Antarctic ocean? They gather at the edge of the water, hesitating until more penguins arrive. They look at each other as if saying, “Do you want to go first?” or “Are we ready yet?” Then finally the hesitation will end and a large number […] Read More

6 Things I’d Like to Tell Your Boss about IT

I wrote a book on this subject but it focused on the management and leadership aspects of IT — not the technical stuff. Now I’m looking at doing a two-day class on IT for business executives. I’ll include the stuff from my book, but I’m trying to identify the technical topics that I should also […] Read More

Last week I met with a client to discuss a presentation I’m going to do for his company. The client company has a good process in place for business strategy, and they have the beginnings of an IT strategy. But they’re having difficulty connecting the business strategy and the IT strategy, and they want me […] Read More

Have You “Pulled Your Goalie” in IT?

I lived in Boston during the height of the Bobby Orr days, and I got caught up in the enthusiasm that Boston felt for their Bruins. I had never seen ice hockey before I moved to Boston, and I learned the game by watching the Bruins win the Stanley Cup. One of the intriguing tactics […] Read More

I was asked this question at a recent speaking engagement in Utah, and I’ve thought about it a bit more since then. “Digital natives” are people who grew up using digital technology; they used computers as children and so they never lived in a non-computer world. “Digital immigrants” grew up in a world that didn’t […] Read More

Many years ago my sister Mary taught me a valuable lesson. At the time she and her husband lived in a very small apartment. But each time I visited her I was amazed by how neat everything was. There were no overflowing bookshelves, no overstuffed closets and pantries, and none of the usual clutter of […] Read More

What is Cloud Computing? And Why Should You Care?

Note: This article is intended for a business audience.  For a technical explanation of cloud computing, see the sidebar below the business article. To the non-technical among us, “cloud computing” may sound like something vague and amorphous. After all, it’s a cloud, right? So that means it’s something that’s insubstantial, floating in the sky. If […] Read More

I talked about Due Diligence in a previous article, and gave you 13 ways to spot lies and deception.  Here’s an additional list that’s specific to Information Technology, although you can probably see parallels in other types of due diligence: 12 More Ways to Spot IT Lies and Omissions The current solution doesn’t scale up […] Read More

IT Marriage Counseling

I’ve been comparing the IT/Business relationship to a marriage for a while now. In Chapter 12 of my book, I said: Secret 28: The Information Technology organization is your partner in creating and managing systems and data, with shared responsibilities. That partnership can be like a marriage, with both marriage partners working together to make […] Read More

The word “scalable” has been used in IT for over forty years. IBM used the word when they first talked about their 360 series of mainframe computers in the 1960’s. Since that time scalability has been a consideration in every aspect of computing: mainframes, minis, personal computers, servers, networks, proprietary systems, open systems, even smartphones. […] Read More

Have you ever played Jenga, a game marketed by Hasbro? In the game you have 54 wood blocks and you start by stacking them in rows of three at alternating right angles to build an 18-level tower (for more details and illustrations, click here) . Then you take turns removing a block from a lower […] Read More

I was having dinner with a CIO who had retired after a long and distinguished career. The conversation had been mostly small talk, but suddenly a thought occurred to him, and he sat up straight in his chair. “Why is it,” he asked vehemently, “that CIOs have to work so much harder than every other […] Read More

How to Buy an IT Product

Suppose your IT organization is in the market for a new IT product (or service, but I’ll use the word “product” here to simplify the discussion). It could be a computer, network device or other hardware item, or it could be a software package or SaaS (software as a service). Regardless of what you’re looking […] Read More

IT Alignment is Simple, Part 2

In a previous article I talked about business/IT alignment, explained the problem, and gave you the 7 criteria for achieving IT alignment. This month I’ll give you some tips for better and easier IT alignment. I’ll start with a five-step process to change your IT budget to better support alignment. First, let’s clean up maintenance and […] Read More

IT Alignment is Simple, Part 1

Results of the latest SIM CIO Survey were announced at SIMposium 2008. Once again, “IT and Business Alignment” was number 1 on the list of top IT management concerns (it’s been number 1 for a lot of years). [Note: as of 2016 it’s still number 1, and it’s been number 1 for ten out of […] Read More

No Programmer Left Behind?

1. Tests I’ve always been pretty good at taking tests; I guess you could say I have a gift for “quizmanship.” But on a 1 – 10 scale, I would probably rate myself a 6 or 7 on the geek-o-meter. I’m not up there with some of the kids I once went to school with, […] Read More

9 Ways to Reduce Business IT Expense

Last month I got a lot of positive feedback about the timeliness of my newsletter topic, “The Right Span of Control Isn’t a Number,” so this month I’ve written another newsletter article dealing with today’s problems. In our current economy there is a high likelihood that you’ve been asked to “tighten your belt” and cut […] Read More

3 Things Your CEO Wants to Know

A lot of people who move up through an IT organization are surprised to find that the higher in the IT organization they get, the less the job is about technology. At the very top of the IT organization in the CIO role, the focus isn’t on IT at all – it’s on doing the […] Read More

One of my newsletter readers sent me an interesting question: “I was wondering if you have insights on the attitude of managers on the business side towards the re-alignment of IT. I can imagine that managers at the business side tend to resist giving up (overly) customized IT, since the short-term performance of their individual […] Read More

Information Technology is like the Stock Market

Success in IT is a lot like success in the stock market. People who don’t understand the stock market sometimes think that there’s a “right” price for a stock based on some elaborate and mystical formula. Similarly, people who don’t understand IT sometimes think there’s an objective way to measure an IT organization that will […] Read More

Last month I did some work for a company that has manufacturing plants in a number of rural locations. The IT managers who work in those locations complained about how difficult it is to hire IT people, partly because of the locations and partly because of the image of manufacturing being a dirty industry. Here […] Read More

Thrasher’s Hierarchy of Business IT Needs

I recently attended an IT panel discussion where one of the attendees asked the panel what IT initiatives are strategic to the business. There was a brief debate about what “strategic” means, and I came to the conclusion that it’s impossible to tell whether or not a specific IT initiative is strategic to a particular […] Read More

10 Reasons You Need an IT Architect

Every IT organization needs skilled architects who are experienced in designing systems, databases, networks and user interfaces. In this article I’ll give you 10 reasons. 1. Architecture is critically important to IT. Let’s start with a definition. In my book, Boiling the IT Frog, I explain the IT use of the word “architecture” this way: For […] Read More

How Do You Talk to a CIO?

Last week I was interviewed by a writer from a popular business magazine. He wanted my views on the question, “How do you talk to a CTO or CIO?” It’s an interesting question, and what makes it most interesting to me is that I’ve never heard anyone ask the question about any other senior executive […] Read More

How to Organize IT

I’m frequently asked the question, “how should IT be organized?” Let me start by saying there is no right answer, at least no answer that’s right for all situations. There are a lot of different aspects of the IT organization issue, and I address some of them in this article. Where should IT report? Where IT reports […] Read More

To Succeed in Corporate IT, Play Hard to Get

According to popular fiction, “playing hard to get” is a strategy sometimes used by women to snare a man. It makes the assumption that men want something more when they can’t have it, so if a woman acts like she’s not interested in a man, it makes the man more interested in her. I have […] Read More

How to Fail as a CIO

Success in any job is measured by the alignment of expectations and performance. If the company expects “X” and you deliver “Y” then you fail, no matter whether or not “X” is achievable and no matter whether or not “Y” is actually better for the company. If it’s impossible to deliver “X” in the desired […] Read More

5 Approaches to Software Strategy

I recently visited a potential client company who wants help in setting strategy for its licensed software products. In the last few years I’ve mostly helped companies with IT strategy, so I had to think back to my product development days and consider the differences between IT strategy and software product strategy. And in doing […] Read More

If you only consider one type of risk, then you’re headed toward project failure. Most software projects are unsuccessful. According to studies by the Standish Group, in 2006 only 35% of IT projects were completed on time and within budget, and 19% of software projects were abandoned altogether. Those statistics are bad enough, but in […] Read More

The Best IT Organization in the Country?

Recently a newsletter reader told me that his CEO asked the question, “Is our IT organization the best in the country?” The reader wanted to know how it’s possible to “benchmark yourself against other IT organizations so to be in a position to answer such a question.” First Answer I think there are two answers […] Read More

The Politics of Information Technology

I’m writing this on November 7, 2006. That’s election day in the United States. During the last few months we’ve been besieged with television and radio advertising for candidates, and even recorded messages sent to our telephones. Now it’s time for all of the campaigning to end as we go to the polls to vote. […] Read More

IT Lessons from a Manufacturing Shop Floor

When there’s too much work to do, most people try to multitask and get it all done simultaneously. But the reality is that multitasking often hurts your productivity, and it drastically increases your stress level. Let me tell you about a parallel situation in manufacturing that illustrates my point. I once worked with a manufacturing […] Read More

10 Rules for IT Job Success

I got a call last month from a newsletter reader in India who wanted help in making a career decision. He was a bit vague about the details, but it seems that he impetuously quit his previous job over a difference of opinion with his manager. Now he wasn’t sure whether to try to patch […] Read More

5 Reasons Why IT People Love Lists

Ok, admit it. You’re reading this because you want to know the 5 reasons. That means that you’re probably like most IT people and you love lists yourself. Of course it’s not just IT people who love lists; it’s almost anyone who falls into the Myers-Briggs category called “Judging” which describes people who need structure […] Read More

The Secrets of Convincing a CIO to Buy Your Products & Services What surprising hot buttons do CIO’s have? What can I do to guarantee a meeting with a CIO? How do I ensure an initial sale to a CIO? How do I ensure add-on sales? You probably already know how difficult it is to […] Read More

The Blind Men and Information Technology

A recent article in ComputerWorld by Curt Monash reminded me of the poem about the Blind Men and the Elephant. The Computerworld article talked about different points of view from leading technology vendors. According to the article, Oracle and IBM view IT as data-centric, Microsoft views IT as people-centric, and SAP views IT as business-process-centric. […] Read More

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