Peers, Relationships and Influence

Building relationships and having influence are key mechanisms in getting things done as a CIO. This chapter presents a framework that provides guidance for the CIO in building peer relationships and exerting influence. From our data, we identified different categories of CxOs that CIOs are likely to encounter in their work. Understanding these and how to engage and interact with each type is important in successfully taking charge. In this chapter, we also introduce the concept of social capital, suggesting that this is really what the CIO is building in the early weeks and months of their tenure. It provides them with the resource to get things done.