The CIO is wrong and will not promote informatization

From: http://www.amteam.org/k/CIO/2009-6/625118.html

If the CIO has worked hard to develop an information solution or project report, as a CIO, it will not sell it. It is just a few pieces of paper, which is useless. Keyword in this article: CIO marketing Informationization

 

 

When it comes to sales promotion, many people will dislike it, and some people will misunderstand that it is a matter for sales personnel. What is the relationship between it and our informatization? We only need to work hard. However, whether or not we can use the results we have worked hard on is not a problem we have considered. In fact, this is a big mistake. CIOs also need to learn to promote sales like sales personnel.

If you do not promote sales, how do you obtain project funds?

I think that some of the information projects are proposed by the CIO. If the CIO has worked hard and worked hard for a few overnight information solutions or project reports, as a CIO, it will not sell, it is just a few pieces of paper, no use.

I heard such a case at a CIO seminar. That is a case with over 10 years of CIO experience. He said that he has an IT Director who is responsible for the network construction and hardware maintenance of the five subsidiaries of the group. At that time, it was about 06 years old, and it was just a large area of the country that lacked power. This it director is very attentive and knowledgeable. He saw a serious waste of electricity on the computer equipment of enterprise users, such as printers and monitors. After work, everyone did not turn off the power. Some users even drove their computers to play movies and games all night; some computers do not have a power-saving mode. When people leave for half a day, their computers still run normally. Although there is no talk about power consumption, according to his budget, nearly three thousand computers in the group can waste several thousand yuan of electricity in a month. This solution is already very good and provides specific solutions. However, it was not supported when it handed the Report to the group's executive vice president and reported it to him. Why? It turns out that when the IT Director reported the solution, he did not say that either the voice or the body expression was convincing, and the voice of the speech was still trembling. Later, the CIO asked the managing vice president why the solution was not approved. The Executive Vice President said that he had been talking for a long time and I didn't know what he was talking about. Except for a few figures, I couldn't hear anything from his report. Once you hear this, the CIO knows where the problem is. The IT owner does not know how to promote sales, but does not know how to promote their own solutions.

As the saying goes, Buddha depends on gold and people rely on clothing. The best solution also needs to be packaged and marketed. In particular, CIOs are faced with leaders who have no knowledge about information management. If they want to persuade them to invest in information management projects, they cannot sell their own solutions without some persuasion, if your solution is the best, it will be useless. Because your leaders do not know much about information management, they may find tianshu in their eyes when they get your report. Whether reporting or reporting, there are a lot of technical terms. How can he understand it? It is impossible for them to support your information projects without understanding them.

How can I get a job opportunity if I don't sell it?

CIOs should learn not only to promote their own solutions, but also to sell themselves. If CIOs do not learn to sell themselves, it is more difficult for IT technicians to find a job. When it technicians are looking for a job, they look at your specific technology. IT technicians can quickly test the professional competence of a router device, develop a small program on the spot, or troubleshoot the network.

However, CIOs are different. What enterprises are interested in is not their professional technical capabilities, but their management capabilities. Can CIOs turn information technology into the driving force for enterprise development and combine enterprise management processes with information management, and so on. After all, these contents are beyond the technical scope and more management.

However, it is difficult to use a simple test to determine a person's management capabilities. Since there is no judgment standard, it is up to the CIO to sell it. Whether the sales promotion can impress the interviewer. How can I pass the interviewer if the CIO encounters a speech during the interview, or the speech is not logical or persuasive? Even if you have a good solution and you have a strong ability, but you cannot let the interviewer believe you, it is useless to say anything.

Therefore, if CIOs do not learn to sell themselves, it is harder to find a job than IT technicians.

From the above analysis, we can intuitively see the importance of CIOs learning to promote sales. In fact, it can be said that the CIO is a salesman, but the two face different objects. Sales personnel may only face terminal users, while CIOs face more demanding enterprise users.

Since sales promotion is so important, how can we enhance our sales promotion capability?

1. Learn to promote sales. First, learn to pack

As the saying goes, Buddha depends on gold and people rely on clothing. Therefore, if you want to persuade people, you must first package your own solutions or even your own. For example, when writing a solution, do not give a long story. All the words are dense. When necessary, you must describe them with images. This makes people more attractive and eye-catching. During on-site reporting, I cannot follow the instructions in this article. I need to talk about some practical cases. In particular, if conditions are met, it is best to work with slide and other tools. The results will be very different. At the same time, you must pay attention to the time when reporting. It cannot be too long. For a long story, everyone will dislike it. In order to reduce the time needed for the report, the report should focus on the content of the report, and do not make people feel that the content is very vague.

After the solution is packaged, it seems different. Before packaging, the report may be very stiff, just like black and white photos. However, after packaging, it is like a color photo, with bright colors and a stereoscopic effect.

2. Reports vary from person to person.

Whether written or on-site reports, the content you have prepared varies from person to person. For example, if you are a leader who knows nothing about the informatization project and submit an ERP project filing report, you cannot write very professionally. First, professional terms cannot fly all over the sky, such as material demand planning, material list and other professional terms, must be translated into popular words that are easy to accept. Second, the abbreviations of professionals should not be everywhere. The level of leadership English may be better than ours. However, they may not be able to understand specialized abbreviations, such as MRP (material demand plan) professional English Acronyms such as Bom, Bi (Business Intelligence), and CRM (Customer Relationship Management) may not be recognized by foreigners. Third, we should avoid mentioning the content of the technical platform, such as the advantages of the Java platform and Web technology. if the content is played by a leader without technical background, it is simply a play to the ox, they don't care about the content at all. They only care about it. You can solve any actual problems they have.

As mentioned above, report to leaders without IT background. However, when reporting to people with it backgrounds, it is different. If the IT project owner reports to the CIO, it must be professional. Otherwise, the CIO will feel that you are not professional enough and your solutions are not professional enough. CIOs may take care of these unprofessional reports. At least I do.

One thing that is hard to hear is to talk to people and talk to ghosts. CIOs cannot be generalized during sales promotion. Otherwise, it will surely end with a failure. Although some people can use some professional terms to confuse the boss, there are only a few successful examples. Since you are the boss, your eyes are still bright and not so easy to be fooled. Therefore, CIOs must be down-to-earth and make relevant preparations.

3. Have confidence in yourself

As a CIO, you must first have information about yourself and your solutions. If you have no confidence in the information projects you plan, how can you persuade others?

For example, if an enterprise wants to launch an ERP project and is a CIO, it is unclear about the current development status of the enterprise. If the enterprise wants to launch an ERP project, the project reports made at that time can only increase the doubt of others, but cannot play any role.

Therefore, when an enterprise cannot make a decision on an informatization project, the CIO has this obligation to understand the situation and help the enterprise make a correct analysis, then, make reasonable judgments based on the analysis results. Don't be two sides of the grass. I will talk about the project well later, and the time for the project to be said later is not yet. In this way, you can only lift stones and smash your own feet.

CIOs should have full confidence in their report content and projects. Only in this way can we persuade others. If you are ambiguous about whether the project you plan is successful, whether it can bring benefits to the enterprise, and whether the current project is suitable, how can you let others trust you?

Of course, there are some risk warnings for the sake of security when reporting. However, this decision is not the focus. There should be obvious differences between the two when you arrange the length. Let others know what you support and what you don't support. You should never know whether you support this project after hearing your report. The report fails completely. Although CIOs sometimes take certain risks when making decisions for enterprises, this is inevitable. As a manager, you must assume this responsibility.

In short, CIOs must learn to promote themselves and enterprises. Sales Promotion capability is also one of the essential skills for CIOs to survive.

 

 

Cosmic elders:

Recently, I have been thinking about similar problems (Work presentation). How to present or sell myself, projects, and solutions at work is a problem that information managers need to think about and solve.
This article will be shared with you and we look forward to comments from friends who think about such issues like me.