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CIO

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

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

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

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

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

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

How a New CEO Affects the CIO A few weeks ago I ran into a CIO I hadn't seen in a few months.  The last time I had seen him we talked about his job situation.  The CEO he worked for had just been replaced, and the CIO and the new CEO were butting heads. […] 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

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

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

15 Career Mistakes

I’ve written other newsletter articles about careers (see the links throughout this article as well as at the end of the article), but until now I’ve never specifically written an article about career mistakes. I think the subject has been too personal – I’ve made a lot of these career mistakes myself, and it’s hard […] 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

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

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

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 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

I don’t usually like to talk about stereotypes, but it occurred to me that the stereotype about men not asking for directions applies equally well to CIOs of both genders. So let me talk about why men don’t ask for directions, and I think we’ll find some lessons that will apply to senior executives as […] Read More

How to Become a CIO

I’m a bit concerned that aspiring CIOs are looking for a “silver bullet,” a magic solution that they can easily apply and thereby instantly qualify to be a highly paid CIO. The real world isn’t like that. Many years ago I had an employee who wanted to be promoted to a higher level position, and […] Read More

If you haven’t been involved in an acquisition, then wait a few months; it eventually happens to all of us. In preparation for that event, it’s useful to get an understanding of why companies do acquisitions, so that you can anticipate the effect that an acquisition will have on you. I’ve been lucky enough to […] Read More

On Time at the Wrong Restaurant

A friend of mine struggled with bad weather and worse traffic to make his way across town, arriving just in time for a scheduled lunch meeting. Unfortunately, he had misunderstood his calendar, and he was at the wrong restaurant. When he told me about it the next day, it struck me how his predicament is […] Read More

Do you want? A more satisfied boss ... Less stress ... More successful projects ... Infrastructure savings ... Enhanced leadership ... Low risk solutions ... This two-page article gives you some proven approaches for reaching these goals, along with some comments about how you can achieve them. It's a check list for the kinds of […] Read More

IT Doesn’t Matter?

There is an article in the May, 2003 issue of Harvard Business Review with the disturbing title “IT Doesn’t Matter.” Yet despite its inflammatory title, the article is highly supportive of today’s information technology, comparing it to the likes of electricity, transportation and telecommunication in its importance to business, and declaring it "the backbone of […] Read More

In last month's newsletter, I said that Information Technology (IT) is about people and change, and that software and hardware are just a means to an end. However, some of you are operating under the impression that the IT organization itself is just a means to an end. To use an analogy, some of you […] Read More

How can you focus your use of information technology for increased business benefit? Initial implementations of information technology in business almost always focus on cost reduction; it's been that way ever since computers were first invented. But cost reduction is only one of seven different ways that IT can improve your business, and if you're […] Read More

What is this thing called "acquisition due diligence", and how does due diligence for information technology differ from any other kind of acquisition due diligence? These questions will be answered in this white paper which describes the three IT surprises that you want to avoid. Did you know that most people doing IT due diligence […] Read More

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