Wishing you a 2012 filled with much professional dissatisfaction. Here’s why. As usual, in the run up to the New Year, tech media are littered with “top 10” lists and forecasting articles about the year to come. Consulting firms, research analysts, and tech publications (including CIO Insight) are calling on IT professionals and leaders to [...]

There are three very real and current challenges that are the big reasons for demoting the CIO. In place of attempting to give you a 30-second version on the “new” role of the CIO, I’d like to open a dialogue. I’d like to present just one idea that I believe will be helpful to IT [...]

Last week, in “An Open Letter to the CEO: What IT Really Needs,” I outlined the three big steps your CEO can take to improve IT performance and ROI. I received such a strong response to the article–and so many requests to learn about the two more advanced methods I alluded to–that it’s back with [...]

It’s time to set the record straight. It’s time to stop beating yourself up about all the things IT could have or should have done. It’s time for the business to take some ownership in the success of IT. To help you get the message out, I’ve written a letter to your CEO telling her [...]

Steve, it was your eye that shaped the world. It was your eye for design and presentation that set the standard for product beauty for all to emulate. It was your eye that set the standard for user interface. It was your eye for fonts, and graphics and computer animation that set the standard in [...]

If you want to be truly successful selling your technology ideas and projects, don’t sell them at all. Have your colleagues and customers do the selling for you. We’re betting you’ve probably heard this piece of advice a few dozen times. You may have even taken it to heart once or twice — especially for [...]

It’s Q4 and you’re fighting for 2012 budget. That’s why I am sharing with you the most effective and advanced methods for selling your IT/business projects. Last week I introduced the Madison Avenue Presentation Technique. This week it will be the centerpiece of internal project sales success: The business case. How it typically looks, where [...]