This interesting article addresses creating business value amongst your IT customers and the four phases of developing this value within IT departments.
- Phase 1-fear of the unknown: this has to do with a systems integrator possibly being outside their comfort zone when approaching and conversing with IT departments.
- Phase 2-Territorial Encroachment: this phase deals with the unknown world of change.
- Phase 3-Cautious Curiosity: recognizing that change is inevitable and you must learn to embrace it by seeking info, listening to advice, etc.
- Phase 4-Value Verification: this is the "how does everyone win" phase. This is where performance metrics should be measurable, practical and have reasonable timelines.
For more on this article, please click HERE.