10 Ways to Win Over Your CFO

By Dennis McCafferty  |  Posted 12-24-2013 Email

He doesn't claim to be an expert on all things tech. But you can't address him as if he's an IT neophyte either. He's known for asking the tough questions. But, ultimately, he has the interest of your entire organization at heart. He's your CFO. And it's very likely that you won't be able to justify a single, major tech deployment without his backing. Which means you need to talk his language in proposing an IT acquisition. With this in mind, consider these 10 tips on pitching the CFO from Ken Goldman, who is CFO of Black Duck Software, which markets open-source solutions for governance and compliance for automotive, finance and other industries. For starters, it's wise to focus on shared interests with the CFO instead of your differences, Goldman says. After all, both of you want to see the company succeed. Secondly, you should craft any proposal with a business-minded approach, using sound documentation and dialing back on any blustery sales talk. And you must have an answer for all of his questions—before he asks them. For more about Black Duck, click here

Dennis McCafferty is a freelance writer for Baseline Magazine.


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