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Leading IT Transformation: The Roadmap for Success – Part I Lisha Wentworth PowerPoint PPT Presentation


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Welcome. Leading IT Transformation: The Roadmap for Success – Part I Lisha Wentworth Ouellette & Associates. January 12, 2010. Why the Transformation?. Business expects IT senior leadership to be . . . Technologically advanced Customer-focused Business-minded Financially astute.

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Leading IT Transformation: The Roadmap for Success – Part I Lisha Wentworth

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Leading it transformation the roadmap for success part i lisha wentworth

Welcome

Leading IT Transformation:

The Roadmap for Success – Part I

Lisha Wentworth

Ouellette & Associates

January 12, 2010


Why the transformation

Why the Transformation?

Business expects IT senior leadership to be . . .

Technologically advanced

Customer-focused

Business-minded

Financially astute

Slide: 2


Why the transformation1

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

Slide: 3


Leading it transformation the roadmap for success part i lisha wentworth

This means the IT organization needs to . . .

Reduce cost

Increase productivity

Drive innovation

Assist with identifying new business opportunities

Why the Transformation?

Slide: 4


Relationship focused

Relationship Focused…

  • Starts as a Cultural Change

  • Core Skills for Success:

    • Communication

    • Collaboration

    • Marketing

    • Negotiation

    • Change Management


Today s focus

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)


Leading it transformation the roadmap for success part i lisha wentworth

Inquiring Clients Want to Know…

  • 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?


Leading it transformation the roadmap for success part i lisha wentworth

Service Levels in IT Services

BASIC ENHANCED PREMIUM

$$$

Time

Involvement

Options

Low

Fast/Quick

Low

Limited

Some

Medium

Moderate

More

Expensive

Long

Extensive

Unlimited

  • All good, but all very different


Leading it transformation the roadmap for success part i lisha wentworth

Moments of Truth

  • Client’s Opinion or Impression

  • Formed Only by Client Contact

  • Positive or Negative

  • Big or Small

  • Providing an “End to End” Service


Negotiating is an integral part of it

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


Leading it transformation the roadmap for success part i lisha wentworth

Three Step Negotiating Process

  • 3 Guiding Factors

  • Negotiation Elements

  • People and Relationships

  • Personal Negotiation Styles

  • 3 Steps

  • Prep & Planning

  • Information Exchange

  • Bargaining


Negotiations

Negotiations

  • Finite Set of Negotiable Items

  • Five Negotiating Styles

  • Four Bargaining Situations


Leading it transformation the roadmap for success part i lisha wentworth

Five Negotiating Styles

  • Competitors

  • Problem solvers

  • Compromisers

  • Accommodators

  • Avoiders


Consulting approach

Consulting Approach

  • Credibility, Trust, and Influence

    • Coercive

    • Rewards

    • Expert

    • Information

    • Connection

    • Reverent

    • Legitimate

  • Different Consulting Roles


So what is marketing

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?


Features vs benefits

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


Summary

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


Thank you

Thank you

Leading IT Transformation:

The Roadmap for Success

Lisha Wentworth

Ouellette & Associates


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