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Ten IT Talking Points Your CFO Will Love

Irwin Teodoro/CTO Edge

1. Think TCO, not ROI

Traditional ROI thinking won’t work anymore for us. To the CFO, return on investment is how much money you’re going to give back to the company. Let’s face it. Most IT projects — no matter how compelling — don’t bring “return” to the organization like an additional sales person, a new marketing campaign, or a new product launch. Discuss projects with CFOs in terms of total cost of ownership (TCO). Repeat it until you are blue in the face — IT projects are overhead. You get over this by demonstrating fiscal stewardship, showing that you are providing the lowest cost. To do that, you must provide options, comparisons, case studies and examples.

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