December 12, 2013 Leave a comment
CIOs and IT directors do not want to hear you asking what their problems are. Although your hearts are likely in the right place, they want to hear about solutions. Better yet, if you can lay out a simple, cogent business case by answering three basic questions, you should be golden.
It is important to do your research before approaching an agency with a potential technology solution. Even though your technology may be a perfect fit and make the agency more efficient and effective, the manner in which you approach the CIO is critical. Know their pain points before engaging with them, so you don’t have to ask, and don’t focus too much on the technology itself. We have heard IT leaders stress this point over and over in recent months; they want you to come with a solution in hand.
Speaking at the IT Government Forum, Mark Day, Director of the Office of Strategic Programs at the Federal Acquisition Service at GSA laid out a simple framework for a succinct and effective business case. By answering these three questions, vendors can cut to the heart of what IT leaders at federal agencies are concerned with:
- What is the business problem you are trying to solve?
- How are you going to solve it?
- How are you going to measure success?
Day also advised the audience that CIOs won’t be fooled by flashy technology. He went on to say that “we need to stop thinking about IT as a separate mission, IT is a mission enabler and is built-in throughout the entire organization.”
Also speaking at the Forum, Paul Brubaker, Director of Planning & Performance Management at DOD, said CIOs are intended to be well-versed in business processes and not necessarily technology in general. Therefore, focusing on how your technology can help improve processes at an agency may be a better angle to take than trying to dazzle them with the latest features. Although, this does not mean that CIOs are totally uninterested in the technical aspects of the solution. Some IT leaders have actually expressed that they would like to see more sales engineers at their meetings with sales teams, so that they can answer the more technical questions and the three questions mentioned above more directly.
Answering those three questions, identifying pain points before starting the conversation, and focusing on process improvement during the conversation should better your chances at closing a deal.