Presented at InnoTech Austin on November 8, 2012. All rights reserved.

1. The Advisory Council
Roadmap to Becomming
a Trusted Business
Partner
InnoTech Austin
November 8, 2012
1 © 2012 The Advisory Council Inc

2. Drive Fast and Take Chances

3. Life is a Journey
Life should NOT be a journey to the grave with
the intention of arriving safely in an attractive
and well preserved body, but rather, to skid in
sideways, body thoroughly used up, totally
worn out and screaming
“WOO HOO WHAT A RIDE”
3 © 2012 The Advisory Council Inc

4. Ya gotta have passion!
 Don’t be boring
 You need something outside of your career to
make you better
 Passion breads success
4 © 2012 The Advisory Council Inc

5. TAC Expertise-as-a-Service®
(EaaS™)
 New concept in solutions and services
delivery providing today’s IT organizations of
all sizes with a flexible, scalable, networked
set of services, skills, workshops and tools
 Hundreds of Experts with the broadest
coverage in the industry
 We are the SaaS alternative for internal
services
5 © 2012 The Advisory Council Inc

6. What’s New in 2012
 Economic cycles are shorter
 Delivery speed increasing
 Budgets still tight
 New model now required
 New level of expectation for IT leaders
 Help drive business
 Organizations are transforming
 Security, mobility, cloud all require a strategy
 Customer focus
6 © 2012 The Advisory Council Inc

7. Leadership Definition
In The 21 Irrefutable Laws of
Leadership, John Maxwell sums up
his definition of leadership as,
“leadership is influence — nothing
more, nothing less.” This moves
beyond the position defining the
leader, to looking at the ability of the
leader to influence others — both
those who would consider themselves
followers, and those outside that
circle.
7 © 2012 The Advisory Council Inc

8. Today’s Leadership Requirements
 Innovator
 Collaborator
 Influencer
 Business partner
 Communicator
 Relationship builder
 Business leader who understands technology
8 © 2012 The Advisory Council Inc

9. Leadership Is Critical
“If your actions inspire others to dream more, learn more, do more and become
more, you are a leader.” John Quincy Adams
 Leadership needs to excel at
 Leading culturally and geographically diverse teams
 Remaining accountable while driving others to deliver
 Understanding where the company is on its evolutionary path and
having the ability to flex and be able to build needed skill sets
 Building relationships with the business
 Understanding the company via increased involvement in business
operations, generating alignment with business goals and
corporate strategy
 Communicating with customers and “speaking their language”
 Becoming a visionary on where technology applications are heading
and how it may apply to the business
 Focusing on people and organizations rather than a technician’s skill
9 © 2012 The Advisory Council Inc

10. The Transformation Process
 Self evaluation
 Look within yourself
 What motivates you
 What is your comfort zone
 Evaluation process
10 © 2012 The Advisory Council Inc

11. 11
Low
High
Level
Medium
Comfort
© 2012 The Advisory Council Inc
Presenting to
others
Negotiating
Networking with
peers
Talking on the
phone
Dealing with
conflict
Leading
conversations
Being the center
of attention
Introducing new
concepts
Listening and
talking
Meeting new
people at events
Entertaining
new concepts
Self-Evaluation Template

12. Smooth is Fast
 Young drivers turn in too early and enter too
fast
 Decisions should not be made too quickly
 Take time to ponder
 Haste makes waste
12 © 2012 The Advisory Council Inc

13. The Transformation Process
 Develop your style
 Cast your own shadow
 Seek a mentor
 Build a strong team
13 © 2012 The Advisory Council Inc

14. Ya gotta have passion!
 Don’t be boring
 You need something outside of your career to
make you better
 Passion breads success
14 © 2012 The Advisory Council Inc

15. The Transformation Process
 Soft stuff matters
 Make time for understanding others needs
 Understand the generation gaps and cultures
 Match your style to the market
 Become a great communicator
 Ego gets you fired
15 © 2012 The Advisory Council Inc

16. The Transformation Process
 How do you compete
 Understand how you compete
 Learn from the past
 Gaps and what can you do better
 “Was I prepared?”
 “Was I open minded and did I listen?”
 Instill it in your organization
 Not just another white car
 Controlled aggression
16 © 2012 The Advisory Council Inc

17. The Transformation Process
 Politics
 Understand the rules of engagement
 Don’t get drawn in
 Learn who and how to get things done
 Get along with everybody
 Don’t fight others battles
17 © 2012 The Advisory Council Inc

18. The Transformation Process
 You can never have enough friends
 Starting out is easy — just about the job
 You can’t go it alone as you grow
 Become a great networker
 No man is an island
 Always be willing to help
18 © 2012 The Advisory Council Inc

19. The Transformation Process
 Relationships is the most important thing!
 Take the time to build strong relationships
 Get personal
 People only work with people they like
 The annual vote
19 © 2012 The Advisory Council Inc

20. The Transformation Process
 What is your balance?
 It’s not just the job
 Family and health are just as important
 Have a passion outside work
 Live in the moment and at the speed of life
 Make every day unique
 90% of things never happen
20 © 2012 The Advisory Council Inc

21. The Transformation Process
 It’s all about sales!!
 CEO/CIO means Chief Sales Officer
 Need to sell your self and ideas
 Sales is about influencing behavior
 Know your style and perfect it
 Use sales to build trust
21 © 2012 The Advisory Council Inc

22. The Transformation Process
 Know yourself
 Seek a mentor/coach
 Build relationships
 Network, network, network
 Become good at sales
 Be a competitor
 Know your balance
22 © 2012 The Advisory Council Inc

23. IF YOU NEVER SPIN OUT,
YOU WILL NEVER KNOW
HOW FAST YOU CAN GO!!
DRIVE FAST AND TAKE
CHANCES!!!!
23 © 2012 The Advisory Council Inc

24. Drive Fast and Take Chances

25. My book is now available
Order an autographed copy at
www.tacadvisory.com
IT Leadership Manual:
Roadmap to Becoming a Trusted
Business Partner
John Wiley & Sons
25 © 2012 The Advisory Council Inc