Many CIOs continue to struggle with communicating the value of information technology to nontechnical colleagues. As the amount of corporate capital invested in IT increases, this inability to convey precisely what bang companies are getting for their buck can erode the credibility of the IS department, or even worse, threaten the tenure of the CIO. Why not communicate IT value in terms that businesspeople-particularly the finance folks who sign the checks-can understand?
Brad L. Peterson and Diane M. CarconnThe last time you bought a car, did you go to the dealership knowing as much about the salesperson's strategy and tactics as you did about the vehicle you wanted to buy? If not, you probably didn't feel as in control of the purchasing process as you could have. What about the last time you made an IT purchase-how much control did you have over that process? If you had the queasy feeling that you'd been stuffed in the trunk and taken for a ride, then The Smart Way to Buy Information Technology is the cheat sheet you need to put you in the driver's seat.