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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

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

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

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

Listening is one of the most important traits of a good manager. Good managers spend most of their time listening: listening to their employees describe the problems they’ve encountered, listening to what their bosses tell them to do, listening to what customers have to say about products and services. Beginning managers listen It’s easy to […] 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

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

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

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

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

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

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

I Believe ... The best businesses are honest with their customers and their employees. The best companies have a win-win relationship with their customers and with their employees. Management is about focusing the work of the employees by assigning tasks which best align the company's interests with the employees' interests. Executive management is about focusing […] Read More

How to Justify Security Investment

In March of 2009 I was the speaker at a SIM Meeting in Dallas. In the Q&A at the end, a young security manager asked me a question. He said that he has succeeded in making his company's infrastructure good enough that they have no problems with security breaches, data leaks, viruses, or any 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

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

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

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

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

Achievement is Not the Absence of Failure

There are some jobs where achievement is the absence – or maybe the avoidance – of failure. Driving a bus is one of those jobs; if you make it through the day without an accident, without hurting or annoying anyone, and without falling behind your schedule, then you’re successful. There are other jobs where carrying […] 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

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

Logic isn’t always the Logical Choice

When we come into this world as babies, we believe that the earth revolves around us, and from the way that most parents treat their newborns, I guess that’s true to some extent. As we grow out of babyhood, we gradually become aware of other people, and our concept of existence evolves into a view […] Read More

Don’t Get Stuck in a Learning Stage

I've heard that we go through a progression of stages as we learn a new topic. Before starting to learn a topic, we’re so oblivious to the subject matter that we’re not even aware of what it’s about. We’re in Stage 1: we don’t know what we don’t know. Gradually, we become aware of our […] Read More

Julia Roberts, Training Wheels, and Bureaucracy

What do the three things in the title of this article have in common? Julia Roberts In the movie Mona Lisa Smile, there’s a scene in which a Wellesley instructor played by Julia Roberts shows the class a painting, and asks them whether or not it’s any good. Up until this point all of the […] 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

Hidden Consultants within your Organization

You’ve all heard the old joke about a consultant being someone who uses your watch to tell you the time, and then steals your watch. There’s some truth to the story: consultant recommendations are often the same things that your employees or customers have been telling you all along. But while you will listen to […] Read More

3 Keys to Service Success

What do capability, motivation, and expectations have in common? All three are essential for a successful service organization, whether that organization is in Information Technology or in any other field. Capability Let’s use a help desk as an example. For such a service organization, capability includes the basic skills necessary to be able to answer […] Read More

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