CIO: Influence the CFO
Here are two ways to influence the CFO:
- Ambush – Barge into his office and present your case as an ultimatum. Eg. If we don’t invest in this new system then X, Y and Z (all bad things) will happen. And happen soon.
- Lead – Plan ahead. Float your ideas past your CFO. Each time you meet add a little more detail. Study his body language carefully and tickle out any concerns he is nursing. And each time you do this check before hand with the service desk to ensure his laptop is working. Repeat gently until a favourable conclusion is reached.
Both have their place. But only one builds trust.