Again, no one came knocking on the CIOs door demanding IT representation at the sales conference, she simply found an innovative way to deliver a solution to a problem they could not yet articulate.
Solve problems, dont deliver solutions. - Many corporate IT departments are stuck in a morass of spending years seeking funding for a solution rather than attempting to solve a business problem. The IT industry feeds this trend, attempting to pitch their products as if a few bits of software and some professional services really were a competitive weapon.
If IT is truly part of the business, you can and should say No to requests that do not provide competitive advantage to the company as a whole, even if they do justify the latest and greatest software package or shiny new hardware.
True innovation is the stuff of legends, be it the first telephone call or a sea of smiling sales reps at the annual sales conference. Legends move beyond cost and benefit discussions, and can elevate the CIO and IT to key players within the corporation. Rather than regaling tales of late night coding and connecting networks, imagine telling the new CIO how you changed the direction of the corporation, precipitating your move into the CEOs office.
Patrick Gray is the founder and president of Prevoyance Group, located in Harrison, NY. Prevoyance Group provides strategic IT consulting services. Past clients include Gillette, Pitney Bowes, OfficeMax and several other Fortune 500 and 1000 companies. Patrick can be reached at firstname.lastname@example.org.