High Quality Impact Assessment What does good look like?

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High Quality Impact AssessmentWhat does good look like?

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What does a good Impact Assessment look like?

1. Examples of client value that you have captured and the client agrees can be used in IA (ensure value is confirmed with client prior to inclusion)

2. Our understanding of client’s top priorities (linked to company goals)

3. Given the understanding of client priorities, showcase Gartner resources and engagement aligned to their initiatives

4. Proposed Gartner services

5. Next steps/mutually agreed upon written plan

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© 2012 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.

3

Executive Summary COMPANY NAME currently has 67 seats for a total investment of USD 417K. It comprises the following:

• 1 Industry Advisor Workgroup seat• 3 Industry Workgroup Member seats• 2 Gartner for IT Leaders Reference seats• 13 Advisor seats• 48 Reference seats

In the last 16 months, COMPANY NAME users have:

Accessed 1909 research documents and 157 Toolkits (2066 total). Conducted 123 analyst inquiries. Had 334 executive interactions. Conducted 3 contract reviews and 34 document reviews. Completed 15 analyst onsite discussions. Received 3 published research recommendations. In addition, US MARINE CORPS had 78 event attendances (includes webinars).

Through these interactions Gartner provided advice and insight on initiatives including:

IT Cost Optimization, Innovation Management, IT Strategic Planning, ITIL and Process Improvement, Business Value of IT.

For these initiatives, COMPANY NAME users gave an average value rating of: 4.71 out of 5 for analyst inquiries rated.

Business Impact (Optional – AE to create this paragraph based on the below example or delete the section.)

Seat-holders scored Gartner support at X out of 5 driven by improved vendor selection for virtualization and expert advice on ERP and PPM. Company XYZ saved $#,###K through reviews of Oracle and Microsoft contracts. In addition, Company XYZ reduced risk on three key projects by leveraging Gartner’s written research and analyst advice.

Gartner has aligned its proposed services to COMPANY NAME’s key initiatives including:

Application Development, Insurance Legacy Modernization, Cloud Computing, Application Governance and Strategy, Application Overhaul.

COMPANY NAME has active projects with Gartner Consulting, including:

1 consulting engagement

The Executive Summary is completed last, and succinctly showcases the 5 elements of a good Impact Assessment.

TIP: The Executive Summary should be able to stand on its own, so it can be shared with other relevant parties in your client’s organization (such as other key decision makers, procurement, CFO, etc.)

Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers

• Client Testimonials

• Value Statements

1. Example of Value Captured


5

COMPANY NAME’sEngagement Dashboard from Jul 11 to Jun 12

Automated graphical output from Client Connect

TIP: Data on its own does not always correlate to value. Leverage this slide if and when it supports your value story. When used properly, this slide should help the case for proposed future services.

2066 Documents and Toolkits Accessed1 123 Inquiries Conducted

Top

Ke

y I

nit

iati

ve

sTo

p U

se

rs

Other Activities:• 334 Executive Interactions• 3 Contract Reviews• 34 Document Reviews• 15 Analyst Onsite Discussions• 3 Published Research

Recommendations• 78 Event Attendances• 18 out of 26 Tickets

Remaining

Comms Infra Moderniz

App Gov & Strategy

Virtualization

Outsourcing

Ent Arch Program

Info Gov & MDM Prgms

Unif Comm & Collab

IT Strat Planning

DataCtr Mod & Consol

ITIL & Proc Improv

54

59

61

61

66

74

75

81

85

190

Others

Prog & Port Mgmt

Negot SW Contracts

Application Overhaul

DataCtr Mod & Consol

Prog&Port Mgmt Ldrs

Business Value of IT

IT Asset Management

ContntCollab&SocInit

ITIL & Proc Improv

Info Sec Tech & Svcs

64

4

5

5

5

5

6

6

7

7

9

C. Granger

J. Petto

R. Smith

B. Harder

K. Hoag

B. Chapman

N. Andrew

G. Heaivilin

D. Wegner

D. Olson

43

48

49

62

75

89

140

257

290

310

D. Wegner

C. Schlafer

J. Del Colliano

D. Olson

R. Thomas

K. Nally

A. Gillespie

C. Swett

S. Burrill

P. Bennett

4

5

6

6

7

7

8

9

10

11

1 1260 additional documents and toolkits from other Key Initiatives not shown in the chartNOTE: Document and toolkit counts may not be consistent across pages due to rounding (if associated with more than one Key Initiative)


6

Key Initiative Engagement Snapshot Value Rating (1-5)1/ Comments

Innovation Management

Strategy/Review Meeting including:• Innovation & Emerging Technology, B. Ringdahl, 20-Apr-2011 (D. Green)

Consultation including:• Augmented Reality, C. Heiliger, 14-Feb-2011 (F. Hopewell)

33 Contextualized Research Documents for Executives including:• Better ITAM, A. Hohnjec, 11-Sep-2012 (D. Rose) • Autonomy Acquisition from HP, Y. Lucas, 24-Jul-2012 (N. Barron) • Finance related research, A. Streifler, 17-Jul-2012 (P. Hungerford) • Workshop prep work, A. Hohnjec, 13-Jul-2012 (N. Barron) • HP relationship, A. Hohnjec, 13-Jul-2012 (D. Rose) • LEAN/6 sigma, A. Streifler, 20-Jun-2012 (P. Hungerford)

Toolkit including:• Toolkit: My Hype Cycle, 2011 (J. Petto)

28 Research Documents including:• Hype Cycle for Emerging Technologies, 2011 (M. Cirillo)• Roundup of Innovation Management Research, 2011 (B. Chapman)• Unleashing the Entrepreneurial CIO (N. Andrew)

4.72

IT Strategic Planning

Workshop including:• On-site workshop on PPM for leadership plus 25+ members of staff, R. Towry, 20-Mar-2011 (J. Dillon)

Strategy/Review Meeting including:• IT strategy, R. Towry, 05-Jul-2011 (T. Adams)

1 Contract Negotiation including:• Utilized Contract Negotiations service for 1 vendor contract• Please contact Sue Withycombe at [email protected] or +44 121 506 9708 for more

details. AE to insert details here.

Not Yet Rated

AE to conduct value review with client to obtain Value Rating

1 5 is extremely valuable; 1 is not valuable , 2 Average Value Rating for inquiries ratedNOTE: Document and toolkit counts may not be consistent across pages due to rounding (if associated with more than one Key Initiative)

COMPANY NAME’sValue Review from Jan 11 to Apr 12 (page 2 of 7)


Contract Negotiations – AE to update with internal support from CFC


7

COMPANY NAME’sCaptured ~$XK In Hard Dollar Savings

Contract Review Owner Spend Savings Captured

Redemtech with Stewart Buchanan27-Jul-2011

J. Lock < Insert Spend > < Insert Savings >

IBM Audit with JoAnn Rosenberger23-Feb-2012

D. Perez < Insert Spend > < Insert Savings >

F5 Networks Pricing with Joe Skorupa03-Nov-2011

K. Shah < Insert Spend > < Insert Savings >

IBM Audit with Frank DeSalvo23-Feb-2012

D. McCloud < Insert Spend > < Insert Savings >

Access Management and Federation Management Software with Perry Carpenter04-Apr-2012

M. Hiromuro < Insert Spend > < Insert Savings >

TOTAL < Insert Spend > < Insert Spend >



8

COMPANY NAME’s Captured ~$XK In Hard Dollar Savings through Contract Negotiation Service

Contract Negotiations Owner Spend Savings Captured

• SYNGENTA CROP PROTECTION - SWITZ utilized Contract Negotiation service for 1 vendor contract

• Please contact Sue Withycombe at [email protected] or +44 121 506 9708 for more details

• AE to work with CFC associate to get more details and complete this page

AE to work with CFC associate to complete



TOTAL < Insert Spend > < Insert Spend >

Automated output from Client Connect – AE to update with help from CFC associate


5

4

3

2

1

5

15

3

0

0

COMPANY NAME’sAverage Client Value Rating of 4.1 for Rated Inquiries (Jan 11 - Apr 12)

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Number of Responses

NOTE: The rated inquiries include contract reviews and document reviews

Automated graphical output from Client Connect

TIP: Data on its own does not always correlate to value. Leverage this slide if and when it supports your value story. When used properly, this slide should help the case for proposed future services.

Extremely Valuable

Not valuable at all


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Key Initiative Engagement Snapshot Value Rating (1-5)1/ Comments

Enterprise Applications Suites and ERP

Consulting Engagement including:• SAP complexity assessm. 20309, R. Unger (J. Fitzpatrick)

1 5 is extremely valuable; 1 is not valuable

COMPANY NAME’sActive Consulting Engagements


Gartner has delivered strategic value to COMPANY NAME’s top IT initiatives through traditional interactions : Accessed 1778 research documents. Leveraged 5 Toolkits. Conducted 49 analyst inquiries. In addition, COMPANY NAME’s had 3 separate event attendances. Gartner assisted to provide cost avoidance at a minimum of $360k, cumulative time savings of 3 months, and risk mitigation on initiatives dealing with Information Governance, Auto Insurance Claims policies, security monitoring and Application Overhaul.

COMPANY NAME Value Delivery Summary 2010-2012

Key Initiative COMPANY NAME Team

Example Value Delivered

Overall Gartner Support (EA Program, Application Overhaul, Auto-policy system)

• Mark Jones “I estimate that I would need 2-4 people at a minimum cost of $90/hour, which would equate to $360,000 in replacement of Gartner research support” - Mark Jones

Infrastructure Support • Bill Kresman• Chris O’Malley

“Magic quadrants give us a good initial ranking and then analysts explain why those rankings are the way they are. This often helps in elimiating companies that we are consider from like 10 down to 3. This saves a lot of time and money…”-Bill Kresman

Virtual Clients • Kristen Walker “Saved about a month’s worth of time…when Gartner helped to steer us away from vendors that are not on top.”- Kristen Walker

Enterprise Content Managements

• Priya Gupta “This information assisted with risk avoidance result of knowing whether the current vendors we have are safe vendors, are they looked at as leaders in the field, are they going to stay in business and grow?”

- Priya Gupta

Gartner is working with your organization to develop a proposed solution for 2011-2012 aligned to your top IT priorities:Business IT Alignment, Mobile Enterprise Strategy, Cloud Computing strategies, CRM upgrades/implementations, Vendor Management, Enterprise Content Management, and Security and Privacy,

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Example of high quality customization done by Account Executive

AE worked with client champions and stakeholders to capture value statements throughout the year

“I am getting a good deal of value and exposure to a wide range of subjects at a level that makes sense. In terms of value, I look at what it would cost me in terms of head count to have similar access to this level of expertise. I estimate that I would need 2-4 people at a minimum cost of $90/hour, which would equates to $360,000.

Gartner provides a quick way to provide a moderate level of expertise in areas that I don’t have access to. - Mark Jones

“Gartner is watching and tracking more than I am able to do so and this saves me time in researching on my own and allowing me to implement with my team.”

- Mark Jones

“This information assisted with risk avoidance result of knowing whether the current vendors we have are safe vendors, are they looked at as leaders in the field, are they going to stay in business and grow?”

- Priya Gupta

“The team that I am working with is very pleased with Gartner. Their question is mainly around how to use security monitoring within our systems. The support is helping with risk avoidance.”

“ The service has gotten better over the years. Quality has been consistently improving, a lot of time we are calling to find out about companies and products. Magic quadrants give us a good initial ranking and then analysts explain why those rankings are the way they are. This often helps in elimiNelsoning companies that we are consider from like 10 down to 3. This saves a lot of time and money as we don’t have to go talk to all of the companies that we were initially considering, we don’t have to do RFPs for all of them. We have project teams that review those RFPS, so its much better to review 3 instead of 10 RFPs.. saves money in the long run.”

- Bill Kresman

“I am looking for a best variety for information which is what I find when I use Gartner as my primary provider for that. I have recently accessed research in many areas: BPM research, Architecture, EA tools, Cloud computing – we have a group working on that, Information mgmt. I started using Gartner when I was working on Y2K program. It’s the breadth of information that I can get from the one stop shop of Gartner”

- Mary Scott

Critical Decisions Impacted By Gartner

Overall Gartner Support

Enterprise Content Management

Gartner Infrastructure

Support

Enterprise Architecture

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Alternative format - example of high quality customization done by Account Executive

AE worked with client champions and stakeholders to capture value statements throughout the year

• Key Initiatives

• Projects

2. Understanding of Priorities

High

Low HighTime / Urgency

(for project progress/completion)

Ris

k B

usin

ess

/ P

erso

nal

2-3 years 3-6 months

Prioritization of Client InitiativesSize of bubble indicates

Investment level

Projects:

• Client Connect

• Apps Platform Strategies

• Virtualization

• Shared Services

• Cloud Computing

Virtualization

Shared Services

Apps Platform

Strategies

Client Connect

Cloud Computing

< Sample template – AE to update>


This template is available from Gartner Proposal tool


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Key Initiative Recommended Resources

Application Development - (Measure and Improve)

Team: T. Shar, D. Rodriguez, P. Winters.

Business Goal: <AE Insert>

Challenges / Opportunities: <AE Insert>

Key Milestone Dates: <AE Insert>

Representative Written Research:• 2012 Programming Language Market Impact Assessments for Systematic IT Projects• Administrative Time Is an Organizational Drain• Agenda for Application Development, 2012

Representative Toolkits:• Toolkit: Basic Enterprise Architecture Metrics• Toolkit: Best Practices Checklist for Secure Application Development

Conduct inquiries with analysts. Representative analysts include: Ian Finley, Ross Altman, Eric Knipp. Connect with peers - 709 peers available for this initiative.

Vendor Management- (Measure and Improve)

Team: J. Apted, A. Begg, C. Brodte, F. Dugrillon, S. Vasilevski.

Business Goal:<AE Insert>

Challenges / Opportunities:<AE Insert>


Representative Written Research:• Assessing Your Outsourcing Relationship's Health• Best Practices to Drive the Early Engagement of IT Procurement• Best Practices: Saving Costs Through Outsourcing and IT Services

Representative Toolkits:• Toolkit: Outsourcing Contract Legal Compliance Article• Toolkit: Outsourcing Contract Relationship, Integration and Governance Attachment

Conduct inquiries with analysts. Representative analysts include: David Edward Ackerman, William Maurer, Gayla Sullivan.Connect with peers - 573 peers available for this initiative.

Cloud Computing - (Technologies and Vendors)

Team: D. Rodriguez, M. Jones, R. Salvo.

Business Goal: <AE Insert>

Challenges / Opportunities: <AE Insert>


Representative Written Research:• Case Study: Using Cloud IaaS for Business Continuity Solutions• Cloud Infrastructure as a Service: An Essential Overview• Cool Vendors 2012: The Nexus Alters Business and Consumer Strategies

Representative Toolkits:• Toolkit: Comparing Cloud Computing Infrastructure Providers• Toolkit: Sample RFP for DAST Tool Selection

Conduct inquiries with analysts. Representative analysts include: Biswajeet Mahapatra, David W. Cearley, David Mitchell Lock. Connect with peers - 1760 peers available for this initiative.

COMPANY NAME’s Value Plan* (page 1 of 2)

* Entitlement depends on type of service.


Gartner’s Understanding of COMPANY NAME Initiatives

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Initiative and Team Description and Challenges

Group Identity

TeamMary Scott & COMPANY NAME Team

Deliverables and Milestones• Branding of BUSINESS UNIT and COMPANY

NAME• Timeframe = Q2?

Description and GoalsThere is organizational confusion, in some areas, around the roles of BUSINESS UNIT NAME and COMPANY NAME. Efforts have been made to address but have not fully been successful.

Challenges/Questions• How does COMPANY NAME gain visibility and recognition?• How do we clearly define roles of BUSINESS UNIT NAME and

COMPANY NAME?

IT Management Frameworks

TeamMary Scott & COMPANY NAME Team;

BUSINESS UNIT NAME

Deliverables and Milestones• Better understanding of IT / OT Service

Management framework • Timeframe = Q2?

Description and GoalsIT Management framework is a collection of legacy things and processes. There is a lack of understanding of the model and framework BUSINESS UNIT NAME is operating under. This is a challenge because COMPANY NAME is responsible for ensuring enterprise and operational systems are functioning properly.

Challenges/Questions• Integration of IT/OT is not clear cut so how do we best manage flow of

information across the enterprise?

Project & Portfolio Management

TeamMary Scott

Description and GoalsCOMPANY NAME has managed to catalog all of the technology projects and has some level of governance.

Challenges/Questions• How does COMPANY NAME move up to the next level of maturity in this area?


• Alignment to Priorities

• Timeline

3. How Gartner Will Support


Sample Proposed Engagement Plan for DataCenter Strategy

July August September

2 9 16 23 6 13 20 27 3 10 17 24

'Windows Server 8' to Provide

Administration and Operations

Advantages

Key Milestones

Service Interactions

Written Research and Tools

Subject Matter Experts

Peers

Engage with an analyst expert to

get actionable advice tailored to

your priorities



your priorities



your priorities

Connect with peers to learn and share best practices on your top priorities

Toolkit: RFP for Data Center Construction

Agenda for Data Center Infrastructure, 2012

Toolkit: Cost-Benefit Analysis for Dual-Vendor

Network Architectures

The Six Triggers for Using Data

Center Infrastructure Management

Tools

Kickoff 30-day check-in

<AE to insert>

90-day review

<AE to insert>

1 Indicates Gartner for IT Leaders Advisor level of service

90-day engagement plan for Data Center Modernization and Consolidation1

18


This slide is generated by the Gartner Proposal tool

April May June

1 12 19 26 2 9 16 23 6 13 20 27

Key milestones

Service interactions

Written research and tools

Subject matter experts

Peers

Sample Engagement Plan for COMPANY NAME Initiatives

DO NOT DISTRIBUTE* Gartner for IT Leaders Workgroup level of service

90-day review

Kickoff Portfolio review

30-Day checkin

IT/ OT Alignment, PPM Research….

ITScore for PPM, Review Toolkits for

PPM & IT Service Mgmt,

…

IT Market Clock , Magic Quadrant,

Hype Cycles, other

Foundational Research, …

Toolkit: Comparing Cloud

Computing Infrastructure

providers

Talk to an analyst expert to get

actionable advice contextualized to

your priorities

Talk to an analyst expert to get

actionable advice contextualized to

your priorities

PPM & IT Governance Summit(Nelsonional Harbor,

MD, May 21-23)

Talk to analysts and peers to get actionable advice contextualized to your

prioritiesConnect with peers to learn and share best practices on your top priorities

Bring Gartner SME (Analyst) on site for to discuss initiative and get actionable advice contextualized to your

priorities


Showing an engagement plan in a timeline format helps to create urgency and align proposed Gartner support to client priorities milestones

Gartner has Subject Matter Experts for DataCenter Strategy

David J. Cappuccio, Research VP43 Years in IT industry

David J. Cappuccio is a managing vice president and chief of research for the Infrastructure teams with Gartner, responsible for research in data center design, construction and cost models, data center futures, servers, power/cooling, green IT, virtualization and data center consolidation strategies. Mr. Cappuccio's experience extends more than 41 years in the technology arena, including financial services, IT operations, market research and management consulting. Starting in 1992, he spent 10 years at Gartner in various research and executive roles, including group vice president and general manager of Gartner's worldwide Research organization.

Rakesh Kumar, Research VP25 Years in IT industry

Rakesh Kumar is a vice president in Gartner Research, where he specializes in enterprise infrastructure and operations strategies. With more than 23 years of international experience, Mr. Kumar is a recognized leader in data center architectures, infrastructure, high availability and operational processes. Mr. Kumar is also leading the research in data center power and cooling issues and is an established international authority in environmental and "green" IT strategies. He has worked with the European Union and various governments around the world on energy-related technology issues. Mr. Kumar has spent considerable time in India working with many companies and government departments. He is one of the world's foremost experts on the development of core IT infrastructure in India.

Mike Chuba, Research VP30 Years in IT industry

Mike Chuba is a vice president in Gartner Research. He has covered the large systems marketplace for Gartner for the last 28 years.

72 analysts are experts for Data Center Modernization and Consolidation1. Representative analysts include:

1 Indicates Gartner for IT Leaders Advisor level of service 20


This slide is generated by the Gartner Proposal tool

4. Proposed Services


22

Proposed Services Service Quantity of

LicensesProposed Seat Holder Investment

Industry Advisor Workgroup 1 M. Jones

Industry Workgroup Member 3 D. Rodriguez, R. Salvo, P. Winters

Gartner for IT Leaders Advisor Workgroup 2 T. Shar, P. Winters

Gartner For IT Leaders Workgroup Member 13 D. Meadows, C. Domineca, K. Faun, T. Washer, H. Grafland, E. Cubby, J. Nero, B. Thompson, S. White, R. Salvo, T. Womack

Reference 48 Price Plan contains more than 30 enabled seats; the seat holder list has been suppressed.

Total Investment:

Run ID: 74989


Proposed Services

Run ID: 41741 DO NOT DISTRIBUTE

Service Quantity of Licenses

Key Initiatives Proposed Seatholder Investment

Gartner for IT Executives CIO Essentials with IAS Banking

1 •Core Banking System Upgrade•Change Management (Core Banking)•General Ledger•Applications Overhaul – (Temenos/Corporate Financial Management)•Outsourcing/Vendor Management – (HCS/Cap Gemini)

C. Grant $69,500

Industry Advisor Workgroup Essentials

1 Advisor5 Workgroup Members

•Windows 7 and Understanding of Windows 8•Mobile Device Management•CRM•Foreign Exchange•Loans OrigiNelsonion System•Quality Assurance•Data Center Modernization and Consolidation•Core Banking Systems Replacement •Bank of the Future•Microfinancing/Social Banking

Advisor - G. ChristopherWorkgroup - J. ZhuWorkgroup - S. LopezWorkgroup - L. DattaWorkgroup - B. NoujaimWorkgroup - H. Brook

$91,900

IT1 SMB Advisor Enterprise Access

Enterprise •Master Data Management•BI Integration•Video Conferencing Strategy•Collaboration Strategy•Migrating BI Environment to Temenos •MS BI Tools•Enterprise Power Management•Virtualization/ESX•BizTalk 2010 ESB features •Security•Identity and Access Management•Application Development

Enterprise $61,900

IT News & Insight from Gartner

10 D. Florian, M. Mellott, D. Kushnir, D. Long, J. Daniels, K. Murphy, F. Lee, R. Armstrong, J. Ashcraft, K. Turner

$0

Total Investment:$223,300 CAD


• Mutually agreed written plan/next steps

• Platform to ensure client commitment

5. Next Steps


25

Next StepsDescription Owner Date

Update this document based on today’s discussion <AE name> <Date>

Provide service agreement reflecting services discussed today <AE name> <Date>

Complete sign off process with target date of <AE to insert> <Decision maker name> <Date>

Kick-off services• Onboard new seat holders • Ensure value delivery plans are up to date for all seat holders • Conduct kick-off meeting with <Decision maker name> to review his plan on using

Gartner for top priorities

<AE name>New Client Engagement Team <CP, EP, LP name, if applicable>

<Date>

Run ID: 74989



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Suggested Next Steps to Mature Gartner Knowledge Capability

Action Description Milestone Dates Ownership

Review of individual support and requirements per IT business unit

We will provide our recommended proposal and agree on mutual next steps 10/28/2011

Andy Johnson, Raveena Nelson, Roderick Wong,

Brent Festo, Rob Gomez, Don Lock, Andrew Enzor

Decision-Making Process and proof of concept

We would like to understand your decision-making process so that we can

finalize the appropriate services mix.11/04/2011 David Josefsson and Navi

Waters

COMPANY NAME’s Gartner support agreement decision

COMPANY NAME will provide their final decision with contracts. 11/28/2011 David Josefsson and Navi

Waters

Support kick off Final DecisionIndividual IT Teams will have kick off

meeting to set up just in time resource, and team analyst call

1st month of contract

1/2/2012

David Josefsson, IT Directors, Executive

Partner and Navi Waters

Review of Corporate support and impact on critical decisions

We will provide our report on quarterly basis on impact, areas of improvement

and recommended changes

3/1/2012

6/1/2012

9/1/2012

12/1/2012

David Josefsson, IT Directors, Executive

Partner and Navi Waters

DO NOT DISTRIBUTE


Drive renewal commitment by clearly defining dates and ownership – be sure to align dates that will lead to renewal sigNelsonure well in advance of contract start

Ensure next steps includes engagement actions after the contract signing

TIP: This approach creates urgency to commit and also showcases continuity of relationship and value delivery aligned to key priorities

High Quality Impact Assessment What does good look like?

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Transcript of High Quality Impact Assessment What does good look like?