A little while back I was fortunate enough to have lunch with a number of CIOs where we discussed their views and experience on outsourcing and out-tasking. Whilst there were a range of views around the table given the various experience and business drivers one thought stuck with me in particular.
The CIO in question was from one of the leading retailers in the UK and he had a 4V’s model to help him in choosing the right supplier. Here is that model:
What value do you think you are going to add to my business? Not just in the technology and service you offer, but in our overall relationship – how will you help my business?
How quickly will you be able to move to deliver and bring me value? When I need something done will how will you react? How will you match my pace?
Things will change, we know that. I don’t always know what I want or need and sometimes its only by going down the road a little we really find out. How capable are you of coping with that? How will you react? Are you built to work with me and accommodate this?
How much courage do you have? How much risk are you prepared to take? Will you challenge me when you think I am doing the wrong thing?
Obviously these are the questions that make the difference to this CIO. The solution provided is important, but the approach and attitude are key to making technology work for this company.
How does it work for you? What models do you use and why are they effective?