Computerworld weighed in with a strong feature yesterday on “the message coming in loud and clear from every corner of the tech and business sectors”: namely, the need for IT pros to think and speak strategically.
It’s not just you: Even top-shelf CIOs have to pitch.
British Petroleum CIO Dana Deasy, in the headlines recently for his planned jump to the top tech spot at JPMorgan Chase, struck a sympathetic note among executives everywhere last summer with his candid recollection of a tough internal sale.
Deasy’s proposal for shifting the oil and gas company to a cloud-based architecture included relaying to the CFO the bad news of the project’s potential parallel running costs. It was “a difficult and challenging conversation to have,” Deasy told attendees at the Cloud World Forum in London, according to media reports.
Thinking like a vendor has become essential for CIOs. With more IT organizations charged with recasting themselves as agents of change, mastering the art of the pitch — for new products, services, and technologies — is requisite for success.
To get you in the mood for selling, here are three truisms to keep in mind:
Deasy may be a CIO Hall of Famer, but every CIO has war stories about pitching ideas, technologies, whatever. Tell us yours.