A Senior IT Manager client was knowledgeable about his subject, respected by his direct reports, liked by everybody, and completely ignored when it came to decisions that directly affected IT.
The pattern became all too familiar: the business had an urgent need, the IT department brainstormed a solution, business executives made a decision before speaking with IT, and IT was instructed to implement the decision made by business. IT would complain amongst themselves, and build the solution as it was handed down. In most cases, this solution would be partially implemented, then modified and re-written until a new business crisis arose, at which time the entire cycle would repeat.
We worked with this Senior IT Manager to improve his assertive communication abilities. Why was an decision made without IT’s input bad for the business? What could IT do to fix current problems, and prevent future problems within the business? He needed to learn to phrase these concepts in a way that would reach the executive ranks.
Presentation skills and learning the business lingo were critical. Planning for objections and practicing responses were also extremely helpful. It was difficult at first, but small steps turned into small victories and eventually big victories.
Eventually, the Chief Financial Officer came to visit the Senior IT Manager’s office, not as a towering boss but entering with a smile and laughing throughout. IT staff members received training to stay current with their skill sets. Sales and accounting leaders consulted with him, to learn how their departments could be made more effective.
This Senior IT Manager remained an incredibly nice and well-liked employee. And his IT department was as solid and dependable as before, in fact even moreso now that he did not need to fight tooth and nail to get the budget he needed to keep things running.
Contact Wisdom Consulting at 1-212-706-3071 or sales@jasonwisdom.com to start your own success story.