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Executive Buy-In for IT
Getting executive management to act on your plans is a lot like a sales job. You need support materially, financially and with action and to get that you have to make a good sell. You do have one important element on your side that most salespeople do not: you know what your executives want and what they respond to. You need to leverage that important information to help your IT department and your organization. Most importantly in this equation is being able to show what kind of measurable improvement your project will bring.
We’ll explore several elements of buy-in, including what appeals to executives, cost, ROI, TCO, and how best to “tell a story” that sells. Most importantly, we will look at some psychology of sales approaches that might be appropriate (so you can learn to channel your inner Dick Cheney!).
- Go in to the executive director’s office ready to propose your solutions
- How to leverage the appropriate information in your favor
- How to use ROI and TCO to make your case
Presented by: Dave Tainer is Director of Information Systems for GMHC, a Manhattan-based nonprofit that was first in the fight against AIDS. Dave has been responsible for providing IT guidance and vision to operations and programs since coming on board in January 2006. He has successfully implemented structured corporate principles of IT management (CoBIT, ITIL), which have resulted in increased productivity, faster network access, enhanced security, compliance with HIPAA and PCI, and a data migration to a governmental database and reporting system. He was instrumental in securing a $1,106,000 technology-only capital grant from NYEDC which has allowed for a state-of-the-art network infrastructure, new workstations for all staff, and a VoIP implementation.
Prior to GMHC, Dave was adjunct faculty at DePaul University in Chicago, teaching in three departments: Human-Computer Interaction as a Usability specialist, Computer Science as a database and systems specialist, and Digital Cinema as a technical specialist (digital cinematography). He previously taught business statistics at other Chicago-area universities, mostly for MBA programs.
Between 1998 and 2005 Dave served as founder and senior partner of BuTain, Inc., a technology consulting firm specializing in IT Strategy and Management Consulting. He previously held the position of CIO for Unified Management, a professional employer organization (PEO). During his tenure at Unified, Dave was a frequent guest speaker on all IT issues in the PEO industry at events, conferences and roundtables, and helped Unified Management define the cutting-edge in PEO technology and information management.