Why the CEO and Senior Management Aren't Listening to You

Why the CEO and Senior Management Aren't Listening to You

This IDC study guides CIOs in dealing with the most significant communication challenge they face: convincing CEOs and senior management, who hold the key to financial resources and organizational support, of the merits of IT initiatives. All too often, CEOs and members of management teams fail to recognize the merits of IT initiatives that have the potential to transform the business. Yet the success of a CIO's career is tightly linked to gaining support from these key stakeholders, making it imperative for CIOs to learn how to bridge the gap with CEOs and management teams. This study provides CIOs with tools for developing an effective communication strategy to achieve organizational support for their departmental mission. It provides a strategic approach to achieving greater influence in the company. "Information about persuasive communication and decision making can be used to create an approach to communication that enables CIOs to enhance their ability to generate buy-in by the executive team," says Mary Hinesly, adjunct analyst with IDC's Research Network. "Technology has become a key differentiator in the success and survival of a company; as a result, CIOs must have the skills to communicate effectively," adds Amy Young, adjunct research advisor with IDC's Research Network.

Please Note: Extended description available upon request.

IDC Opinion
In This Study
Situation Overview
Where CIOs Go Wrong
Mistake #1: You Haven't Established a Relationship with CEOs and Senior Managers
Mistake #2: You Don't Know What Keeps CEOs and Senior Managers Up at Night
Mistake #3: You Haven't Established a Partnership with CEOs and Senior Management
Mistake #4: You Talk About Features Rather than Benefits
Mistake #5: You Fail to Include an Emotional Appeal in Your Case
Future Outlook
Essential Guidance
Continuous Steps
Short-Term Steps
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