How do CIOs “get a seat at the table”?  How do you become that trusted advisor to the business?

Top Answer : That is a hard one for me, because I've been so bold for so long that I just walk in, expect it, and take it.  But this is hard for so many. You have to be intentional and explain what you want. When I talk to the CFOs, I explain to them when I want to be in conversations. When I talk to VPs of divisions during sales, I tell them where I want to engage. That's your first step. Because if you don't say it, you're not going to get it. It's not like by virtue of having worked 4 years at the company, suddenly they're going to say, "You know what, let's bring Andrew on this sales opportunity." No, it’s got to be: I am telling you, I am ready to go there, I am telling you I will fly to Albuquerque and seal that deal. I am telling you, I'm engaging.  So I guess, that's how I made a seat, but it's obviously much easier for me. I come from a huge, huge position of experience and privilege. It's incumbent on people like me to make those seats for others.

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That is a hard one for me, because I've been so bold for so long that I just walk in, expect it, and take it.  But this is hard for so many. You have to be intentional and explain what you want. When I talk to the CFOs, I explain to them when I want to be in conversations. When I talk to VPs of divisions during sales, I tell them where I want to engage. That's your first step. Because if you don't say it, you're not going to get it. It's not like by virtue of having worked 4 years at the company, suddenly they're going to say, "You know what, let's bring Andrew on this sales opportunity." No, it’s got to be: I am telling you, I am ready to go there, I am telling you I will fly to Albuquerque and seal that deal. I am telling you, I'm engaging.  So I guess, that's how I made a seat, but it's obviously much easier for me. I come from a huge, huge position of experience and privilege. It's incumbent on people like me to make those seats for others.
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