Opportunities for relationship building occur every moment of a CIO's workday. Whether it's attending meetings, dropping by a peer's office or spending a few days at an offsite, a CIO is constantly in the process of forging ties. Solid relationships are the foundation for nearly every professional ambition a CIO could have and they shape the enterprise's perception of its CIO. CIO Executive Council members discussed relationship best practices at their recent General Assembly in Carlsbad, California, and offer these tips for developing, maintaining and leveraging strong relationships.
1. Identify Your Targets
The most important part of the relationship-building process is identifying whom to cultivate. "It was pretty easy for me to find my initial targets-the seven senior executives that along with me report in to the CEO," says Jeanine Wasielewski, CIO at Coors Brewing Company. When she was promoted to the CIO role in 2006, Wasielewski was asked to leverage her IT expertise to move the business strategy forward. The other members of the CEO team, including the CMO, chief supply chain officer, chief revenue officer and the CFO, are the architects of the business strategy and therefore made ideal relationship targets.
Linda Gilpin, associate CIO for Enterprise Services at the Internal Revenue Service, looked to her peers for advice. "Since I came to the IRS externally, I needed to build strong relationships quickly," Gilpin says. "I talked to everyone I could, got their suggestions and set up meetings with a multitude of stakeholders."
Tom Langston, CIO at $2.1 billion SSM Health Care System, keeps his eye on new hire announcements. "Whenever I see a new president or VP arrive, I make it a point to introduce myself and emphasize the value of his/her role as an IT customer," says Langston.
2. Meet and Greet
The first meeting is just the start of the relationship; what happens next is about building credibility and trust. Just as doctors make rounds to gather more information, Langston visits with executives, end users and IT support staff in hospitals across the system. "I meet with the CEO or CFO and talk to them about what we can be doing in IT to make them more successful," says Langston. Langston says the value of face time cannot be overstated.
Several Council members, including Ron Kifer of Applied Materials, Vicki Petit of KI and Barbra Cooper of Toyota Motor Sales, say they have created formal documents to track their relationships (see "First Impressions"). Michael Whitmer, CIO for the $US1.4 billion staffing company Hudson North America, lists the names of key stakeholders, their role, communication preference (e-mail, phone, in person) and specific topics to discuss with them (see "Relationship Template"). "My favourite question to ask is, 'In order for me to be successful, what can I do to make you successful?'" says Whitmer. After meeting with each person, Whitmer takes what he's learned and builds a plan to help improve their lines of business.
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Process Trip 04 February, 2008 13:07:03
Why Maritz Travel revamped key business processes — and how business and IT came together to make it workWhen Rich Phillips became COO OF Maritz Travel about two and-a-half years ago, he sat down and took a hard look at the big industry picture - +
Ticked Off at Tick the Box Mentality 04 February, 2008 13:01:15
Does your executive search firm know the difference between an MIS manager and a CIO, and if it does, can it explain that difference to its corporate clients?Does your executive search firm know its MIS managers from its elbow? Does it even know the difference between an MIS manager and a CIO, and if it does, can it explain that difference to its corporate clients? - +
How to Get Real About Strategic Planning 04 February, 2008 12:50:59
Everyone agrees that having a strategic plan for IT is a good thing but most CIOs approach the process with fear and loathing. In fact, the majority of CIOs (and the enterprises they work for) are faking it when it comes to strategic planning. Isn't it time we all got real?Oh, it must be nice to be the CIO of a FedEx or a GE or a Credit Suisse. Places where IT and the business are so tightly aligned you can barely tell the two apart. Where corporate leaders understand that IT is a strategic asset and support it as such - +
Toxic Mix or Bit of a Mixed Blessing? 31 December, 2007 10:36:30
“Eye of newt, and toe of frog, Wool of bat, and tongue of dog . . . ” The inter-generational office brew of Boomer, Gen X and Gen Y may not be quite as odious as that of the three witches in Shakespeare’s Macbeth, but even so it makes “for a charm of powerful trouble”"Eye of newt, and toe of frog, Wool of bat, and tongue of dog . . . " The inter-generational office brew of Boomer, Gen X and Gen Y may not be quite as odious as that of the three witches in Shakespeare's Macbeth, but even so it makes "for a charm of powerful trouble" - +
Strategies for Dealing With IT Complexity 24 December, 2007 10:30:47
Every innovation, every business process improvement, comes with an IT complexity tax that must be paid by CIOs in time, money and sweat. Here are strategies to mitigate the increasing complexity of IT as it enables new business.Every innovation, every business process improvement, comes with an IT complexity tax that must be paid by CIOs in time, money and sweat. Here are strategies to mitigate the increasing complexity of IT as it enables new business.
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Can Macs conquer the enterprise? 11 January, 2008 10:55:53
The field is wide open for a Macintosh insurrection on the business desktop. It could happen, but probably won't. Here's why.If Apple were a football team, the New England Patriots would have had some serious competition this year.
Read up on the latest ideas and technologies from companies that sell hardware, software and services. Gaining Competitive Advantage Through Enterprise Planning
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Radicati Market Quadrant 2008 on Corporate Web Security
Everything you need to know about email and web security (but were afraid to ask)
Strategies for Eliminating .PST Files
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Discover how SOA can create smarter outcomes for your business.
Attend and learn:
- How SOA is helping leading companies to become more agile
- Where you should be applying SOA processes in your company
- The top SOA implementation mistakes to avoid
Click here for more information.
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CIO Live Podcast #79: Brent D Taylor, author of The Outsider's Edge: The Making of Self-Made Billionaires Part II 05 October, 2007 06:00:00
For his new book, The Outsider's Edge: The Making of Self-Made Billionaires, social researcher Brent D Taylor spent four years of intensive research investigating the psychological make-up and backgrounds of some of the world's richest men and women, including IT luminaries Bill Gates, Larry Ellison and Steve Jobs. Taylor discovered that, despite working in different industries and coming from different upbringings, they all have one thing in common -- they are all outsiders. - +
CIO Live Podcast #78: Brent D Taylor, author of The Outsider's Edge: The Making of Self-Made Billionaires 28 September, 2007 17:34:25
For his new book, The Outsider's Edge: The Making of Self-Made Billionaires, social researcher Brent D Taylor spent four years of intensive research investigating the psychological make-up and backgrounds of some of the world's richest men and women, including IT luminaries Bill Gates, Larry Ellison and Steve Jobs. Taylor discovered that, despite working in different industries and coming from different upbringings, they all have one thing in common -- they are all outsiders. - +
CIO Live Podcast #77: Panasonic Speeds Up Trans-Pacific File Transfers, Part III 21 September, 2007 07:00:00
Part three in our three-part special report from CIO's sister publication Network World in the US, as Paul Desmond reports from the Network World IT Roadmap Conference in Santa Clara, California. With development teams in the US and Japan, Panasonic needed a more efficient way to move very large files between the two locations. Iben Rodriguez, IT consultant for Panasonic Research and Development, explains how a storage-area network and virtual server technology helped speed up WAN performance. - +
CIO Live Podcast #76: Panasonic Speeds Up Trans-Pacific File Transfers, Part II 14 September, 2007 07:00:00
Part two in our three-part special report from CIO's sister publication Network World in the US, as Paul Desmond reports from the Network World IT Roadmap Conference in Santa Clara, California. With development teams in the US and Japan, Panasonic needed a more efficient way to move very large files between the two locations. Iben Rodriguez, IT consultant for Panasonic Research and Development, explains how a storage-area network and virtual server technology helped speed up WAN performance. - +
CIO Live Podcast #75: Panasonic Speeds Up Trans-Pacific File Transfers, Part I 07 September, 2007 07:00:05
Part one in our three-part special report from CIO's sister publication Network World in the US, as Paul Desmond reports from the Network World IT Roadmap Conference in Santa Clara, California. With development teams in the US and Japan, Panasonic needed a more efficient way to move very large files between the two locations. Iben Rodriguez, IT consultant for Panasonic Research and Development, explains how a storage-area network and virtual server technology helped speed up WAN performance.
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Chris Hoff on Virtualization and Cloud Computing 20 November, 2008 10:55:00
Chris Hoff, chief security architect for the systems and technology division at Unisys and an advisor on the Skybox Security customer advisory board, is one of the biggest critics of virtualization security out there. Not because it isn't important - but rather because it is vital and needs to mature rapidly. - +
Dilip Sarangan on Physical Security M&A 20 November, 2008 11:18:00
Dilip Sarangan tracks physical security companies for Frost & Sullivan. He expects the industry's "need to have" products to weather the economic storm well, with the big players (now including IBM and Cisco) looking for value-priced acquisitions. - +
International Challenges in PCI Security 20 November, 2008 09:15:00
In a country that's seen many regulatory compliance challenges this decade, the headaches of PCI security tend to be analyzed from a largely American perspective. - +
Cybersecurity is focus of new start-up incubator 20 November, 2008 07:19:00
Texas uni announces the Institute for Cyber Security.The University of Texas at San Antonio Tuesday announced a technology incubator aimed at fostering IT security-based start-ups within the state. - +
PCI council sharpens oversight of security auditors 19 November, 2008 10:53:00
Quality assurance plan targets security assessors and scanning vendorsThe PCI Security Standards Council Monday unveiled a plan to sharpen oversight of the hundreds of security-service providers now authorized to evaluate merchant networks under the organization's Payment Card Industry data standards.
Vignette Announces 2008 Excellence Awards 21 November, 2008 10:50:00
PGP and Ponemon Institute Unveil Inaugural Australian Data Breach Study 2008 20 November, 2008 17:34:00
Symantec Cloud Services Transform Data Centre Operations Through Proactive Management 20 November, 2008 12:06:00
Verizon Business Offers Tips to Building a Successful Unified Communications and Collaboration Plan 20 November, 2008 12:04:00
AARNet Brings 4K Digital Cinema to Australia: First 4K HD Video Signal delivered into Australia by AARNet 20 November, 2008 12:02:00
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Everything you need to know about email and web security (but were afraid to ask)
What you don’t know can destroy your business. It’s hard to imagine modern business without the internet but in the last few years it has become fraught with danger. Read on to discover how internet security can give your business a competitive advantage.
Buying Guides
Buying Guides
