Points Along the Curve
We all have a tendency to generalize, especially when we’re trying to construct a good argument. But here’s a thought worth remembering: There is no “standard” CIO. Each CIO is unique. Each brings a slightly different set of skills to the job—and each CIO operates within his or her own personal comfort zone.
Figure 1.1. CIOs want to work with suppliers who understand their objectives and align their sales tactics accordingly.
Don’t expect every CIO to be
A whiz at financial analysis.
A management genius.
Familiar with the latest technologies.
Capable of envisioning the enterprise-wide consequences of his or her purchasing decisions.
Every CIO is likely to benefit from some measure of your insight, guidance, and advice. It’s your job to determine how much help the CIO needs—and to provide that help in a way the CIO finds palatable.
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