We think you have liked this presentation. If you wish to download it, please recommend it to your friends in any social system. Share buttons are a little bit lower. Thank you!
Presentation is loading. Please wait.
Published byRoger Craig
Modified about 1 year ago
© Copyright 2010 Slide: 1 Leading IT Transformation: The Roadmap for Success – Part I Lisha Wentworth Ouellette & Associates Welcome January 12, 2010
© Copyright 2010 Slide: 2 Why the Transformation? Business expects IT senior leadership to be... Technologically advanced Customer-focused Business-minded Financially astute
© Copyright 2010 Slide: 3 Why the Transformation? IT senior leadership expect their teams to... Partner with sponsors and clients Negotiate with IT teams & business clients Provide consulting and coaching Ensure effective communication Lead and direct teams Oversee planning and implementations Review and evaluate technology
© Copyright 2010 Slide: 4 This means the IT organization needs to... Reduce cost Increase productivity Drive innovation Assist with identifying new business opportunities Why the Transformation?
© Copyright 2010 Slide: 5 Relationship Focused… Starts as a Cultural Change Core Skills for Success: Communication Collaboration Marketing Negotiation Change Management
© Copyright 2010 Slide: 6 Today’s Focus Client Focused Culture Know your clients Strategic service levels Everyday Negotiations Substance and Relationship Interests vs. Positions Consulting Approach Credibility, trust, and influence Marketing IT’s Value Two questions Benefits vs. Features (WIIFMs)
© Copyright 2010 Slide: 7 What does IT do? What don’t they do? How do we get started? How do we work with IT? How do we leverage their services? Inquiring Clients Want to Know…
© Copyright 2010 Slide: 8 Service Levels in IT Services BASIC ENHANCED PREMIUM $$$TimeInvolvementOptions Low Fast/Quick Low Limited Some Medium Moderate More Expensive Long Extensive Unlimited All good, but all very different
© Copyright 2010 Slide: 9 Client’s Opinion or Impression Formed Only by Client Contact Positive or Negative Big or Small Providing an “End to End” Service Moments of Truth
© Copyright 2010 Slide: 10 Negotiating is an Integral part of IT Conflict is neither good, nor bad You do it everyday People usually aren’t prepared Substance and Relationship
© Copyright 2010 Slide: 11 Three Step Negotiating Process 3 Steps Prep & Planning Information Exchange Bargaining 3 Guiding Factors Negotiation Elements People and Relationships Personal Negotiation Styles
© Copyright 2010 Slide: 12 Negotiations Finite Set of Negotiable Items Five Negotiating Styles Four Bargaining Situations
© Copyright 2010 Competitors Problem solvers Compromisers Accommodators Avoiders Five Negotiating Styles Slide: 13
© Copyright 2010 Slide: 14 Consulting Approach Credibility, Trust, and Influence Coercive Rewards Expert Information Connection Reverent Legitimate Different Consulting Roles
© Copyright 2010 Slide: 15 So...What Is Marketing? Creating an Awareness of IT’s Value Two questions clients are always asking: So how does that help me? What does this mean for me?
© Copyright 2010 Slide: 16 Features vs. Benefits Features - What IT talks about now Benefits - Answers the client’s “So what” questions WIIFMS Volvo, Subaru Cadillac, BMW, Lexus, Mercedes Sport Utility Vehicles Saturn, Prius (Hybrid) Sports car, PT Cruiser, VW Bug, Hummer
© Copyright 2010 Slide: 17 Summary Build Strong, Long-Term Relationships Be Part of Strategic Decision Making Be Seen as an Influential Partner and Leader Demonstrate Effective Communication Be Recognized as a Tactful Negotiator
© Copyright 2010 Slide: 18 Thank you Leading IT Transformation: The Roadmap for Success Lisha Wentworth Ouellette & Associates
© Copyright 2009 December 18, 2009 Lisha Wentworth Ouellette & Associates Marketing the IT Organization Internally.
HR – Are we marketing the brand ? Neil Scurlock Head of Learning & Development The Chartered Institute of Marketing.
WINTER Template Quality in Customer- Supplier Relationships 1.
2 2 Leadership Development: Influencing Others without Authority Breakout Session #WC Name: Dr. Hany Malik Rodney Matsushima, Fellow Date: Monday,
Learning outcomes: PwCs perspective Konica Stones Manager – Student Recruitment
Module 4: Managing IS Organizations Topic 9. Managing the processes of organizational behavior.
IT Career Framework Imagine…. ….being able to identify how your role fits within the larger picture and being able to identify what skills and knowledge.
Chapter 7 Management and Leadership Ms. Baumgartner Business Essentials.
Copyright © 2006 Elsevier, Inc. All rights reserved Chapter 10 Challenges of Nursing Management.
Community Engagement For Local Government Councillors It is the business of council to involve the public in the business of government Presentation.
Learning Leaderships Lessons – For a future worth celebrating 10th Asia Pacific Special, Health & Law Librarians Conference Adelaide, August 2003 Dr Marianne.
Learning Objectives 2.1 Describe the behaviors that differentiate a manager from a leader. 2.2 Identify the traits held by an effective leader. 2.3 Understand.
© 2002 HR Strategies Providing Superior Return on Human Capital Investments Robert Ebers, President Alyse Parise, Vice President Presented to LISTnet HR.
Leadership What is leadership? Leading people Influencing people Commanding people Guiding people.
Strategic Communication Learning Program. External Affairs Vice Presidency Country Partners Bank Staff Intl. Development Agencies.
Shared back-of-house services A guide for the community sector.
. © 2003 Ownership Associates Home Standard Deal How it works Three Pieces Return on Effort The Deals Summary New Deal < Go.
Objective Performance Appraisal has two objectives To help those appraised develop and improve their performance in future To help the organization evaluate.
2-1 Copyright 2009 McGraw-Hill Australia Pty Ltd PPTs t/a Managerial Problem Solving by Wood Slides prepared by Robert Wood, Julie Cogin and Jens Beckmann.
Copyright © 2004 Prentice Hall. All rights reserved.10–1 What is Leadership? Leadership One person “intentionally” influencing another to willingly work.
Help Desk Imperatives Presented by: Charlene Traynor of Traveling Coaches.
A Knowledge Innovation TM Project Proposal for Egypts Negotiating Body Making Negotiation a National Duty 26 June 2005, RITSEC.
The Sales Process 2.08 Allows the firm to immediately respond to the needs of the prospect Allows the firm to immediately respond to the needs of the.
Think About This... If you always do, What you have always done; Then you will always get, What you have always gotten.
Chart Your Course to Business Success On Target Business Intensive: Session 10 May 29, 2012 Advisors On Target 1.
Effective Business Development Copyright TBCI Consulting Architects of Alberta Edmonton, Alberta.
Learning Objectives 9.1 Describe leading as a management function and explain how it differs from leadership. 9.2 Discuss the types of power a manager.
© 2010 Gary Slavin There is no OR in Marketing AND Sales Association of Small Business Development Centers Annual Conference September 24, 2010 Presented.
How to be a “Hi-Po”: Secrets to Managing a Successful PM Career.
Presented by:- NEHA RAJ JASMINE DIVYA VARGHESE NEELAM NEHA MARWAH JAI.
© 2016 SlidePlayer.com Inc. All rights reserved.