Transform IT into DT

I’ve had the pleasure of working with dozens of great IT leaders, across various industries.  These leaders seem to share the same priorities – create business value, make and keep commitments to clients, and deliver quality solutions built for sustainable success.  Also, these leaders always act as “partners” with their clients – clarifying purpose, proposing solutions, and resolving conflicts that threaten project success.  But, the “best of the best” have gone one step further and moved their organizations from information technology (IT) to decision technology (DT).   The Information Technology Association of America defined IT as “the study, design, development, application, implementation, support or management of computer-based information systems.”  I […]

Think WITH Your Customers

Unfortunately, customer engagement is still largely defined around talking at customers. And, though methods are evolving, the messages still seemed to be guided by a flawed assumption that you can control customers’ choices, IF you just find the right button to push. I believe that companies could significantly improve sales, brand, and customer loyalty if they would stop thinking ABOUT their customers and start thinking WITH them. Dialogue requires shared responsibility – to identify opportunities and problems, to identify common interests, to define options and decision criteria jointly, and to share responsibility for execution. However, I believe that many companies are afraid of real dialogue, because it might surface issues […]

How to be a Strategic HR Business Partner to Your Clients

If you’re in HR, you may be familiar with this common lament – “We want to stop being treated like a pair of hands and start being treated like a strategic business partner.” You want your clients to listen to your advice, to include you in strategic conversations, to seek your input before embarking on major initiatives. You want to have influence over your clients’ decisions and actions. But what do you do when you get an audience with a senior client? Do you take some solution or product that you want your client to buy into – perhaps it’s team coaching, action learning, employee engagement, or some kind of […]