How do we make it compelling? How do we turn the situation so that customers come to look for us? Whom should we start with? CIO/CFO/Business application Owner How can we involve the auditors quickly to make it a pressing situation? (since ours is transactional product) Average deal size is 20-30K.
Hi there!
In my experience, governance is often considered a function of a legal department, so approaching a VP Legal, or an Ombudsman/Business Compliance Manager may be of value. They'd warm to a risk-reduction positioning, with the compelling factor of avoiding legal issues, government fines, etc.
Change Management; however, is likely driven by the functional groups, so their specific leadership (Supply Chain VP, Finance VP, etc) would be the place to start. They'd likely warm to an efficiency, cost-savings, employee productivity positioning, with the compelling factor being them getting their change in place and reaping the benefits ASAP.
I would recommend approaching the groups (functional v. legal) one at a time, starting with whichever your company feels the strongest affinity towards and positioning for. If that doesn't click, you can try the second avenue.
(I'm not quite sure what you meant by involving auditors - but would be happy to explore your question further!)
Devon
Answered 9 years ago
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