Thursday, March 18, 2010
11:10 AM - 12:30 PM
|Location: ||Grand A|
Ask IT professionals to nominate their biggest challenge, and it's unlikely to be technical. Since the earliest days of information systems, management support - or the lack of it - has been the problem. Efforts at persuasion and "internal marketing" have often been amateurish and ineffective; hardly surprising as most IT people are not sales professionals. And any professional sales person would tell us that we are making the most fundamental mistake of all: focusing on the product rather than the client. So let's take some time out to look at the client. We'll ask:
- Who are these "business" managers?
- What do they want?
- Why are they resistant to our ideas? Why are they rejecting our help?
- How do we connect with them?
- Can we meet their needs?
- What does that mean for our goals?
Graeme Simsion was for twenty five years a renowned consultant, speaker, author and CEO of a successful data management consultancy. He was a five-time keynote presenter at DAMA conferences (in the US, UK and Australia), and recipient of the DAMA professional achievement award. He holds a doctorate in information systems and business administration from the University of Melbourne.
And then one day he decided to walk away from all his success and try something new. Graeme is now a writer of short stories, plays, screenplays and novels. His first novel The Rosie Project won the 2012 Victorian Premier’s Literary Award for an unpublished manuscript and has since been sold around the world to over forty countries. Sony Pictures have optioned the film rights with Graeme contracted to write the script. The Rosie Project was ultimately awarded Australian Book of the Year for 2014. The sequel The Rosie Effect was published around the world in late 2014 and is in bookstores now.