1 © 2012 The Advisory Council Inc The Advisory Council Transform or Die Seattle TXPEG November 28, 2012

Drive Fast and Take Chances

3 © 2012 The Advisory Council Inc 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” © Copyright 2011 The Advisory Council Inc.

4 © 2012 The Advisory Council Inc 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 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 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. Leadership Definition

7 © 2012 The Advisory Council Inc Today’s Leadership Requirements Innovator Collaborator Influencer Business partner Communicator Relationship builder Business leader who understands technology

8 © 2012 The Advisory Council Inc 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 The Transformation Process Self evaluation Look within yourself What motivates you What is your comfort zone Evaluation process

10 © 2012 The Advisory Council Inc Comfort Level High Medium Low 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

11 © 2012 The Advisory Council Inc The Transformation Process Develop your style Cast your own shadow Seek a mentor Build a strong team Have passion

12 © 2012 The Advisory Council Inc 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

13 © 2012 The Advisory Council Inc 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

14 © 2012 The Advisory Council Inc 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

15 © 2012 The Advisory Council Inc 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

16 © 2012 The Advisory Council Inc 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

17 © 2012 The Advisory Council Inc 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

18 © 2012 The Advisory Council Inc 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

19 © 2012 The Advisory Council Inc The Transformation Process Know yourself Seek a mentor/coach Build relationships Network, network, network Become good at sales Be a competitor Know your balance

Drive Fast and Take Chances

21 © 2012 The Advisory Council Inc My book is now available Order an autographed copy at IT Leadership Manual: Roadmap to Becoming a Trusted Business Partner John Wiley & Sons