CIO Straight Talk - Issue 8 - 74

Even if the changes I'm talking about don't
happen in the next couple of months, they'll
happen sooner than we may think.

What advice would you give to
CIOs who say they want to get
on the bus?

What are some preparations
CIOs can make for this journey?
As someone who has spent most of his
career as a sourcing advisor, I advise people
to rethink the way they go about hiring
IT partners. They need to switch from the
classic RFP-based procurement models to
a more consultative, collaborative, brokered

First of all, there are no prescribed
courses of action. To switch metaphors

arrangement with their partners.
Let me use another analogy. Someone

a bit, this is a journey through uncharted

goes into a favorite restaurant and thinks

territory. If you're looking for guidance,

he knows everything that's on the menu.

don't seek out someone who claims to

But in fact the available dishes are likely

have a map that shows the best route

changing daily, based on what's available at

along roads that are supposedly paved.

the market. He needs to look at the menu

Instead, seek out a jungle guide who can

but also ask about the specials - or ideally,

help you survive as you bushwhack

explain to the server the kind of food

through the unknown.

experience he'd like to have on that night.

And even though no definitive map exists,

An RFP is like the printed menu, very

you have to be bold and act. You have to

prescriptive in nature. These days, when

put together a plan for the expedition, even

hiring an IT partner, a CIO needs to focus

if you don't know - can't know - the exact

not on the details of services he is willing to

route. You'll occasionally get lost along

pay for but on what a partner can offer that

the way. But if you plan for and launch

will deliver an outcome the CIO seeks. He

your expedition, you're going to be more

needs to replace the traditional RFP with

successful than your peer group.

an RFS - a request for a solution. CIOs need

I'm encouraged by some of the

to step back and elevate their requests to

investments that the Big Four accounting

a higher level and let the market respond

firms are making in this space. They

with proposed solutions.

recognize the existential threat to their
business by something like real-time
financials. So they have to ask themselves,
how can I have 100,000 knowledge workers
doing tax and audit, if financials are being
generated in real time? It's not like those

This would represent a pretty
big change in approach for
some people.

jobs will be shifted or offshored. They won't
be necessary, in the same way an elevator
operator is not necessary today.

You have to go back to the title of the
job and ask yourself, "Am I the Chief
Information Officer or am I the Manager of

74



CIO Straight Talk - Issue 8

Table of Contents for the Digital Edition of CIO Straight Talk - Issue 8

Contents
CIO Straight Talk - Issue 8 - Cover1
CIO Straight Talk - Issue 8 - Cover2
CIO Straight Talk - Issue 8 - 1
CIO Straight Talk - Issue 8 - Contents
CIO Straight Talk - Issue 8 - 3
CIO Straight Talk - Issue 8 - 4
CIO Straight Talk - Issue 8 - 5
CIO Straight Talk - Issue 8 - 6
CIO Straight Talk - Issue 8 - 7
CIO Straight Talk - Issue 8 - 8
CIO Straight Talk - Issue 8 - 9
CIO Straight Talk - Issue 8 - 10
CIO Straight Talk - Issue 8 - 11
CIO Straight Talk - Issue 8 - 12
CIO Straight Talk - Issue 8 - 13
CIO Straight Talk - Issue 8 - 14
CIO Straight Talk - Issue 8 - 15
CIO Straight Talk - Issue 8 - 16
CIO Straight Talk - Issue 8 - 17
CIO Straight Talk - Issue 8 - 18
CIO Straight Talk - Issue 8 - 19
CIO Straight Talk - Issue 8 - 20
CIO Straight Talk - Issue 8 - 21
CIO Straight Talk - Issue 8 - 22
CIO Straight Talk - Issue 8 - 23
CIO Straight Talk - Issue 8 - 24
CIO Straight Talk - Issue 8 - 25
CIO Straight Talk - Issue 8 - 26
CIO Straight Talk - Issue 8 - 27
CIO Straight Talk - Issue 8 - 28
CIO Straight Talk - Issue 8 - 29
CIO Straight Talk - Issue 8 - 30
CIO Straight Talk - Issue 8 - 31
CIO Straight Talk - Issue 8 - 32
CIO Straight Talk - Issue 8 - 33
CIO Straight Talk - Issue 8 - 34
CIO Straight Talk - Issue 8 - 35
CIO Straight Talk - Issue 8 - 36
CIO Straight Talk - Issue 8 - 37
CIO Straight Talk - Issue 8 - 38
CIO Straight Talk - Issue 8 - 39
CIO Straight Talk - Issue 8 - 40
CIO Straight Talk - Issue 8 - 41
CIO Straight Talk - Issue 8 - 42
CIO Straight Talk - Issue 8 - 43
CIO Straight Talk - Issue 8 - 44
CIO Straight Talk - Issue 8 - 45
CIO Straight Talk - Issue 8 - 46
CIO Straight Talk - Issue 8 - 47
CIO Straight Talk - Issue 8 - 48
CIO Straight Talk - Issue 8 - 49
CIO Straight Talk - Issue 8 - 50
CIO Straight Talk - Issue 8 - 51
CIO Straight Talk - Issue 8 - 52
CIO Straight Talk - Issue 8 - 53
CIO Straight Talk - Issue 8 - 54
CIO Straight Talk - Issue 8 - 55
CIO Straight Talk - Issue 8 - 56
CIO Straight Talk - Issue 8 - 57
CIO Straight Talk - Issue 8 - 58
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CIO Straight Talk - Issue 8 - 60
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CIO Straight Talk - Issue 8 - 65
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CIO Straight Talk - Issue 8 - 69
CIO Straight Talk - Issue 8 - 70
CIO Straight Talk - Issue 8 - 71
CIO Straight Talk - Issue 8 - 72
CIO Straight Talk - Issue 8 - 73
CIO Straight Talk - Issue 8 - 74
CIO Straight Talk - Issue 8 - 75
CIO Straight Talk - Issue 8 - Cover3
CIO Straight Talk - Issue 8 - Cover4
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