L. Paul Ouellette - How to Market the I S Department Internally: Getting the Recognition and Strategic Position You Merit

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title	:	How to Market the I/S Department Internally : Gaining the Recognition and Strategic Position You Merit
author	:	Ouellette, L. Paul.
publisher	:	AMACOM Books
isbn10 | asin	:	0814459978
print isbn13	:	9780814459973
ebook isbn13	:	9780585022420
language	:	English
subject	Electronic data processing departments--Management.
publication date	:	1992
lcc	:	HF5548.2.O85 1992eb
ddc	:	658/.05
subject	:	Electronic data processing departments--Management.

HOW TO MARKET THE I/S DEPARTMENT INTERNALLY

HOW TO MARKET THE I/S DEPARTMENT INTERNALLY Gaining the Recognition and Strategic Position You Merit L. Paul Ouellette amacom American Management Association New York Atlanta Boston Chicago Kansas City San Francisco Washington, D.C. Brussels Toronto Mexico City

This book is available at a special discount when ordered in bulk quantities. For information, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Ouellette, L. Paul. How to market the IS department internally : gaining the recognition and strategic position you merit / L. Paul Ouellette. p. cm. Includes index. ISBN 0-8144-5997-8 1. Electronic data processing departments-Management. I. Title. HF5548.2.085 1992 658' .05-dc2092-2233 CIP 1992 AMACOM, a division of American Management Association, New York. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8

Page v Contents Acknowledgments vii List of Illustrations ix Introduction xi Glossary xv 1. Information Systems: Evolution Becomes Revolution 1 2. Human Barriers to Change 17 3. Why IS Is Not Well Understood 25 4. What Is Marketing, Really? 31 5. Why IS Is Not a Cheeseburger 39 6. What Makes a Good Marketer? 43 7. Gearing Up for Marketing 51 8. Creating a Client Attitude 59 9. Role Models 66 10. The Strategic Plan 74 11. Defining Your Marketing Strategy 82 12. Preparing Your IS Marketing Plan 95 13. Evaluating Your Target Audience 104 14. Marketing Techniques: Spreading the Word 117 15.

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