Keep campaigning. As a change agent, the CIO needs to be patient when pressing for his initiatives. "True sustainable change will only come over time," says Spatz. "You put processes in place, and people will start to change, but it takes time." He feels that CIOs and their executive colleagues are often impatient. Taking a longer-term view, however, will help keep progress with change initiatives in perspective. "You may lose a few rounds, but you'll win in the long run," he says.

Weir confesses that Northeastern's senior management took a while to get used to his intense style of communication, but his persistence and continued openness have paid off. "Over time, you build that rapport and trust," he says. Now, if they haven't heard anything from him, university officials don't wonder whether anything bad is happening in IT, Weir says.

Ultimately, the skill set of a seasoned politician is not all that different from that of a seasoned senior-level executive. Most executives who have risen to the level of CIO will have mastered at least some political techniques. "If someone has made it to CIO," Weir says, "then by definition, they're pretty savvy folk."

For the politically challenged, these skills can be learned. "There's no magic in it," says Spatz. Which is good news for the impolitic — because without political savvy, Barker says, "a CIO is sunk".

SIDEBAR: Five Steps to Political Savvy

IT management consultancy Ouellette & Associates offers a two-day workshop on organizational politics. CIOs and IT managers attending the session are told to focus on five steps.

1. Extend Your Radar Make sure you know all the key players who might influence your organization — even if you don't think they should! Pay attention to the connections they have with each other.

2. Note Who Has the Power Learn which key players have power or influence over which others.

3. Identify Friends and Foes Determine who will gain and who may suffer when things go according to your plans — and don't ignore your enemies.

4. Chart Your Course Considering what you've learned about your key players, predict political difficulties and plan mitigation strategies.

5. Stay Your Course Keep in touch with key players to monitor your progress. Expect the unexpected and adapt as necessary. ,

SOURCE: Ouellette & Associates