10

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Communicate YourPerformance

Imagine for a moment (if it requires any imagination) that you’re the CIO of a multi-billion-dollar company. You’ve just finished copresenting a plan to the board of directors for a major IT-enabled initiative in your company’s largest business unit. The board is taking a break, and you were invited to stay and chat.

Just when you thought you were home free, one of the board members, the head of a large state pension fund, a major investor, comes up to you, bagel in hand, and says, “Great presentation.”

Before you can say thanks, she forges straight to her real point.

“I get the plan you just presented, no problem. It makes good business sense. But now tell me this. IT expenditures have risen from ...

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