Craft your proposal so it aligns with existing strategies, or those in the works.
You might think you know the senior management team that's judging and approving or denying your IT proposals. But do you really? There's an additional "shadow" group that has a hand in decision-making in many corporations-the CEO's highly-trusted advisors, or "kitchen cabinet." In the book "Who's in the Room?: How Great Leaders Structure and Manage the Teams Around Them" (Jossey-Bass/available now), author Bob Frisch depicts how easily organizations can unravel because of the lack of transparency and clarity that this dynamic often creates. He writes that businesses can be led astray if they don't know about the gap between the way decisions get made, and the way CIOs and other managers are told they're made. The org chart may not tell the whole story. Frisch also offers the following ten suggestions for getting your priority projects advanced through this group, regardless of any actual interaction with this group. Frisch is managing partner of the Strategic Offsites Group and a former managing partner at Accenture. For more about the book, click here.
Dennis McCafferty is a freelance writer for Baseline Magazine.
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