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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

Is Your Strategy a Rifle or a Shotgun?

A strategy can be viewed as a way of achieving an objective. A coach’s strategy for the football game might be to attack relentlessly on the ground. A general’s strategy for the battle might be to feint an attack to the center while flanking from the right. A CEO’s strategy for the business might be […] 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

4 Advantages of a Portable Expert

In my previous post I defined the term “Portable Expert” and I described the two secrets that make portable expertise possible. In this post I’ll give you some examples of portable expertise from my own experience, I’ll list four advantages of hiring a portable expert, and I’ll give you some tips on how to create […] Read More

2 Secrets of a Portable Expert

The traditional view of expertise is that you become an expert by spending many years working in a broad area.  In gardening, for example, you gain expertise by working with different plants, experimenting with different nutrients and soils, and by making mistakes and then learning from your mistakes.  Under this traditional view you are then […] 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

When I interview prospective candidates, I look for four key attributes: enthusiasm, curiosity, insight, and perspective. Here’s why: Enthusiasm Motivation is probably one of the most important attributes of a good employee, and the best kind of motivation comes from enthusiasm. Enthusiastic employees are eager to work. They volunteer for assignments. They work longer hours […] Read More

It’s All About Trust

Trust is an important part of every relationship, but in some cases it’s more important than others. It’s easy to say you trust someone when you can watch their every move to see if they’re doing what they said they would do. It’s harder to trust someone when they’re far away for extended periods of […] Read More

If you’ve traveled much, then you’ve probably noticed that the more expensive, “better” hotels charge for WiFi while the same service is often included in the room rate at less expensive hotels.  This phenomenon probably seems odd to you — isn’t this the opposite of what you should expect? In this article I’ll provide an […] Read More

Never Stop Questioning

There’s a certain age that kids go through when they seem to have an endless supply of questions: “Why is the sky blue?” “Why do cows make a moo sound?” “Why don’t planes fall out of the sky?” “Why are traffic lights red, yellow and green and not purple, orange and pink?” And then, as […] Read More

Why I Never Hire the Best Person for the Job

I never hire the best person for the job, but I always try to hire the best person for my company’s future. Here’s my reasoning: A job is a task-oriented view of the business. Jobs are constantly changing because business needs are constantly changing. The best person for a job is the person who can […] Read More

A Crisis is the End of an Illusion

Every morning I post a new quotation on Twitter, Facebook and Google+.  The quotation on February 9th, 2012 was from Jerry Weinberg, one of my mentors in the IT industry.  The quotation was: "It may look like a crisis, but it's only the end of an illusion." Many years ago, I copied this quotation to […] Read More

Does a Higher GPA Make You A Better Employee?

Someone tweeted me a question yesterday, “Is GPA [Grade Point Average] an accurate summary of how someone will be as an employee?” I checked the source of the tweet and — no surprise — it seems to be coming from a student. I don’t know the person but my guess is that he is either […] Read More

Grief and Disentangling

My wife Sharon passed away July 31st, and I would like to describe some of the thought process I’ve been going through for the last month. My wife’s death wasn’t sudden. She was diagnosed with ALS two years ago, and she’s been through a progressive loss of muscle control over various parts of her body. […] Read More

My friend Derek Cheshire made an interesting observation yesterday: Tell me if I'm being stupid but after reading about the Greek austerity measures I do wonder why we have to try and make hundreds of public sector employees redundant. Why not just trim pay by say 10%? At least there would be more people with […] Read More

There’s a naive belief among many new managers that employee personal problems should be irrelevant to job performance and therefore something that managers can ignore. We like to believe that when employees walk through the office door, all of their personal problems are left behind. To managers with this belief, employees are like robots: treat […] 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

One of the biggest surprises to new managers is the intense pressure to keep people working productively. This is especially true in a project environment like IT where employees aren't doing the same thing day after day. Managing an organization is like being in a taxi with the meter running and only a few dollars […] 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

A Model of Job Performance

Back in 1979 I put together a model of job performance to help with some process improvements we were doing at Digital Equipment Corporation.  Here's the model: I ran across the model when was going through some old papers, and I thought you'd like to see it.  Here's the explanation of the model that accompanied […] Read More

I've talked a lot about human nature in my articles. I believe that human nature is the biggest challenge to most successful management, and especially the biggest challenge for IT managers. Information technology is all very logical. Software does exactly what you tell it to do. Computers -- for the most part -- behave the […] 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

A Job A job is an exchange of work for money: for every hour you work, you get an hour of pay. Although you might derive some satisfaction from doing the job, and you might enjoy the people you work with, the reason you do the job is for the money.  If you win the […] 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

A lot of people tend to confuse these two words. We work hard, focus on our goals, and figure that happiness will come once we achieve success. Don't fall for this deception. Happiness Happiness is a feeling. It can be triggered by external factors -- a friend, a lover, a place, an event, a food […] Read More

How to Deal with Complainers — 2 Approaches

People who complain fall into two categories: those who complain because they want help in resolving a problem, and those who complain because they want sympathy. Often the complainers themselves don't understand why they're complaining, so it's up to you to figure it out for yourself. The Complainer as Problem Solver The first category of […] Read More

How to Deal with Complaints — 7 Steps

How do you deal with someone who complains -- whether it's a customer of your company, a customer of your department, or even an employee or family member? How do you turn the complainer into a supporter? Here are some steps to take: 1. Listen If you're going to make the complaint go away, then […] Read More

Want to deceive people?  Here's how the professionals do it: 1. Do a survey and use a biased sample population People focus on the survey result and seldom pay attention to information about your sample population.  So feel free to bias your result by surveying people you know will answer the way you want. Want […] Read More

I'll let you in on a secret: Most companies have used the bad economy as an excuse for laying off people who the company wanted to get rid of anyway. Now I'm not saying that these companies haven't had financial issues -- most companies have experienced a loss of revenue as a result of a […] 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

We’re All Biased — Learn from It

Last week I posted an article about whether younger "digital natives" or older "digital immigrants" are better at IT. In responses I saw on Reddit or that I received directly, I noticed a pattern: 1. A lot of people were disappointed (to put it mildly) that I didn't draw a conclusion in favor of one […] Read More

10 Ways to Find the Truth

In my previous post I talked about the problem of determining the truth in current events (and in other areas) when we're faced with conflicting views from thousands of media and Internet sources. In this post I'll offer some advice for dealing with the problem: 1. Become more conscious of the assumptions that you've been […] Read More

What Ever Happened to the “Truth”?

I grew up in the 1950s and 1960s when there were just three TV channels, two local daily newspapers, a few local radio stations, and no cable or satellite TV. There were no personal computers -- let alone the Internet -- and so our news sources were pretty limited. We each picked our standard 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

We all do due diligence.  Some of us do it in mergers and acquisitions (M&A).  Some of us do it when we're getting ready to make a major purchase like a house or a car, or when we're getting ready to sign a contract for major home repair.  Due diligence is the research you do […] 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

Many years ago I did some work at a newly built manufacturing plant in Phoenix. The new plant was having trouble with its air conditioning system  -- the administrative offices were too cold and the manufacturing shop floor was too hot. While I was there it was discovered that a mistake had been made during […] Read More

You're trying to get a new project approved, and you're having trouble. Or you're trying to get an employee to do things your way, and the employee keeps fighting you. Both these situations are disagreements, and the process to deal with them is similar. Why Do We Disagree? Let's start with individual disagreements. When two […] Read More

New Tagline — IT’s all about the Business

I've changed the tagline in my blog header. It used to be "Insight for Current and Future IT Leaders." Now it's "Insight for Current and Future Business Leaders." I took out the word "IT" and replaced it with the word "business." Here's why: For over six years I've been writing about lessons I've learned from […] 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

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

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