The Business-Oriented CIO: A Guide to Market-Driven Management / Edition 1

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The Business-Oriented CIO

A Guide to Market-Driven Management

IT is under pressure to change the way it functions within acorporation. Some senior business managers recognize IT as acritical business enabler, but for others, IT is too unreliable andtoo untrustworthy to play a critical business role. To betterposition IT to realize its full potential as an equal businesspartner, IT needs to be viewed by the business as safehands—providing IT services efficiently and effectively withtransparent processes and procedures.

The Business-Oriented CIO: A Guide to Market-Driven Managementequips CIOs with the same or similar tools used by for-profits tocreate real business value. It brings together the best of the bestin IT best practices, programs, techniques, and experiences of CIOsand senior IT managers. Using an approach called Market-DrivenManagement to adopt for-profit techniques for the cost center, thispractical book reveals the winning formula necessary to run an ITbusiness, including:

  • Understanding internal customer needs by applying for-profitcustomer segmentation techniques
  • Adopting board of director methods to enhance IT governance
  • Creating an IT strategy that actually aligns with thebusiness
  • Using portfolio management to ensure that all IT constituenciesare fairly represented
  • Creating an IT front office to understand, support, andrepresent internal customers to IT
  • Implementing a simple program to learn what other ITorganizations, including competitors, are doing
  • Using core competencies to develop core service offeringscritical to the enterprise
  • Understanding what IT can do to transform every organization

IT is essential to every company's survival, but if it is tofulfill its potential, CIOs need to question the way IT iscurrently perceived and managed. The Business-Oriented CIOsuccinctly addresses the leadership skills and practical guidanceCIOs need in order to be full and effective members of thebusiness-strategy team.

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Editorial Reviews

From the Publisher
"Tillman is a former Booz Allen Hamilton Partner, CIO, and management consultant. This is enough to make him well worth a listen. Tillman makes a substantial number of points that serve as food for thought and further exploration. Tillman makes the strong point that IT needs to be keenly aware of where the business is going." (Business2Business Magazine; November 2008)
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Product Details

  • ISBN-13: 9780470278123
  • Publisher: Wiley
  • Publication date: 6/23/2008
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 256
  • Product dimensions: 6.00 (w) x 9.10 (h) x 1.00 (d)

Meet the Author

George Tillmann is a former Booz Allen Hamilton partner, CIO, and management consultant. He has helped nearly 100 IT organizations worldwide and is the author of more than two dozen articles on information technology management appearing in publications such as CIO, Strategy + Business, Optimize, and Computerworld. He currently splits his time between writing and working as a private consultant.

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Table of Contents



Part One: The Fundamentals.

Chapter 1. In Search of Overhead Heroes.

Chapter 2. It Governance.

Chapter 3. It Strategy and Planning.

Chapter 4. Portfolio Management.

Part Two: Learning from the Best.

Chapter 5. Customer Management.

Chapter 6. Market Intelligence.

Chapter 7. Service-Offering Management.

Chapter 8. Performance Management.

Part Three: Pushing the Envelope.

Chapter 9. Organizational Competencies.

Chapter 10. In Search of Customer Service.

Chapter 11. Local Heroes.


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