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Impactful Storytelling - Enhance Your Value and Influence .pdf
- 1. Gartner Webinars Gartner delivers actionable,objective insight, guidance and tools to enable stronger performance on your organization’s mission critical priorities
- 2. 2 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. RESTRICTED DISTRIBUTION Enhance your webinar experience Ask a Question Download Attachments Watch Again
- 3. 3 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. RESTRICTED DISTRIBUTION Connect with Gartner Impactful Storytelling: Enhance Your Value and Influence Bruce Robertson Distinguished VP, Advisory
- 4. 4 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Let Me Tell You A Story
- 5. 5 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Skill Areas CIOs Need to Improve to be Successful Source: Critical Skill Sets That CIOs Need to Succeed in 2022 (2022 G00767754) Percentage of Respondents
- 6. 6 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. We need to be better at influencing!
- 7. 7 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Actually: Two Kinds of Stories
- 8. 8 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. To Influence Better: Add Human Value Stories to Business Value Stories Rational Corporate Strategy Business Value Story Emotional Human Perspective Human Value Story Connect the Mind to the Heart
- 9. 9 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Build Better Business Value Stories Rational Corporate Strategy Business Value Story Investments … … paying off over time … in business value … and progress now … visible via leading indicators (much later if at all) … with IT Contribution
- 10. 10 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Build Better Human Value Stories Human experiences of … … receiving the business value … over time … in emotional terms … about what’s different now … visible via their own words … or providing that value … Emotional Human Perspective Human Value Story
- 11. 11 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. To Influence Better: Make the human value story add to the business value story Rational Corporate Strategy Business Value Story Emotional Human Perspective Human Value Story The given influence topic needs BOTH kinds of stories!
- 12. 12 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. How To Tell Business Value Stories
- 13. 13 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Build Better Business Value Stories Rational Corporate Strategy Business Value Story Investments … … paying off over time … in business value … and progress now … visible via leading indicators (much later if at all) … with IT Contribution
- 14. 14 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Executive Priorities Determining Business Value Source: Value-Based Performance Measurement: How to Build Effective KPIs (2020 G00727461) Private Sector • Revenue • Profitability Public Sector • Mission Achievement
- 15. 15 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Operational Metrics, Outcome-Driven Metrics and Business Outcomes Source: Outcome-Driven Metrics for the Digital Era (2020 G00726073)
- 16. 16 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. 8 Value Stories to Tell About Your Digital Initiatives … Source: Smarter Spending: Invest in Business Outcomes (2019 G00388079)
- 17. 17 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Tell a Run Value and a Change Value Story Source: Divide Business Value of IT Conversations Into a Run Story and a Change Story (2022 G00759135)
- 18. 18 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. • CMO: Marketing our mobile app to millennials • CHRO: Hiring additional D&A and UX roles Sample Scorecard for Generating New Digital Products I. Where we are II. What we've achieved IV. Where we need help • 63% of our anticipated customer base adopted our mobile app • Time to launch new streaming service: 47 days (vs. 6 months) Revenue Breakdown III. Where we’re going Initiative 2020 Q1 Q2 Q3 Q4 Revenue breakdown 25% 30% 35% 40% Adoption rate of all digital products 35% 40% 50% 60% Delayed On Track Complete Tell a Digital Value Story: A Good Scorecard for Digital 25% Digital Products 75% Analog Products Adoption Rate of All Digital Products 10% 30% FY 2018 FY 2019 35% Source: Use Digital Value Stories, Not Dull IT Dashboards (2019 G00712161) WORKSHOP TEMPLATE
- 19. 19 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Storyboard Illustration Source: Making an Effective Pitch: The Development Process (2020 G00464422) For illustrative purposes only. Not based on actual facts or situations. Story Arc
- 20. 20 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. The CIO CEO Strategy Discussion Story
- 21. 21 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Questions To Ask Yourself 1. Do you already have any good business value stories? 2. Have you used one to convince someone else? 3. Do you have them documented so everyone can share them consistently? 4. Where do you need more good business value stories?
- 22. 22 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. How To Tell Human Value Stories
- 23. 23 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. To Influence Better: Make the human value story add to the business value story Rational Corporate Strategy Business Value Story Emotional Human Perspective Human Value Story The given influence topic needs BOTH kinds of stories!
- 24. 24 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Build Better Human Value Stories Human experiences of … … receiving the business value … over time … in emotional terms … about what’s different now … visible via their own words … or providing that value … Emotional Human Perspective Human Value Story
- 25. 25 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Who should the story be about?
- 26. 26 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. People!
- 27. 27 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. NOT: “The User”
- 28. 28 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Hint: It’s Not About You!
- 29. 29 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Key Stakeholder Personas Source: Quick Answer: Building Influencing Skills in IT Leaders (2021 G00756006) (Illustrative Representation)
- 30. 30 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Sample Story to Drive Adoption of New Collaboration Tool Source: 3 Steps to Storytelling: A CIO’s Guide to Effective Communication (2021 G00752871) + The World Bank Group–Viral Story Telling (G00340054)
- 31. 31 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Storytelling: Hero’s Journey 1 2 3 Hero: Desire: Obstacles: Resolution: Extra Credit (if time): How would you draw the picture of that story? Source: Storytelling in Three Acts: A Guide to Persuasive Communications (2020 G00308648)
- 32. 32 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. The 5 Principles of Storytelling Principle (does your story have …) Better Practices People Stories are best when they are about people, when they are human. They need a Point of View (PoV) – and multiple stories about the same situation could have different people highlighted with differences in all the other areas. FYI: the story is NOT about YOU! It could be about your team, or about those that get the benefit or value from what your team does. Even better … it should be a about a REAL person by name (or persona). Details Details matter. They are compelling and draw people into the story. Be specific. Be visual. Consider the details before, during and after. If the story is told by a specific person, make those details personal – even what they said. Stakes The has to be pain or a challenge. Something bad could happen to the person unless … something good happens. The hero’s journey has trouble -- not just a character, but character development. Emotions People have emotions, so make sure those emotions are visible or audible in the story. Use an empathy map approach to capture not just what people do, but what they say, what they think and what they feel. Is this a horror story? Are you trying to scare your prospects into buying? How will you know this info? How about you go interview the actual person (or set of them and aggregate that). Changes What’s the result for the people the story is about? What’s in it for them (not me)? Of course, you’d better know why this story will help you too. Most stories are a tool, so given your use of the story to influence others, what are you trying to accomplish? What’s the ask or the lesson? What change do you want in your audience (action, behavior, mindset)? What do you want them to say yes to, or what do you want them to ask you about after hearing this story? WORKSHOP TEMPLATE
- 33. 33 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Human Value Stories are about either Value Providers or Value Receivers US THEM my team our IT shop the business the customer
- 34. 34 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. CX x EX = Virtuous Cycle Employees Customers
- 35. 35 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Target Pioneering Business Partners to Drive Adoption Assessment to Identify Business Partners Most Likely to Sponsor Product Funding Pilots Illustrative Urgency Likely to require product funding because: • Opportunity has clear business value and alignment to business strategy • Function faces pressure to deliver objectives faster • Business area under threat from disruption • Waterfall impeding responsiveness Influence Able to convince others because of: • Level of seniority in the organization • Breadth of stakeholder network • Visibility of portfolios Business Partner Suitability for Product Funding 0 Pioneers 15% Majority 70% Percentage of Business Partners Skeptics 15% Use early successes to gradually reset perceptions of product funding. Select influential, agile- ready business partners to boost commitment, visibility of product pilots. Readiness Prepared for new ways of working due to: • Past business sponsorship of several Agile projects • Willingness to take on new roles to support enterprise strategy • Experience independently deploying technologies to fulfil business outcomes Source: Case Study: Product Management and Funding at Scale (Northwestern Mutual) (G00715219) Make Great Case Studies!
- 36. 36 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Risk Appetite Wont Run Walkers Joggers Runners Change Readiness Factor in Individual Adoption Styles Source: Accelerate Organizational Change Using the 4 Adoption Styles (2020 G00720805) Story: It Works Here! Story: It’s Worth It! Get your runners running! Ignore initially
- 37. 37 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Ask People To Tell Their Own Stories But Make Them Better! Employee Experience (EX) Value Provider The Employee Customer Experience (CX) Value Receiver The Customer
- 38. 38 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. The DevOps Guy Story
- 39. 39 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Get Good at Interviews (Ethnography) VIDEO LISTEN ASK
- 40. 40 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Questions To Ask Yourself 1. Do you already have any good human value stories? 2. Have you used one to convince someone else? 3. Do you have them documented so everyone can share them consistently? 4. Where do you need more good human value stories?
- 41. 41 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Build Better Stories Rational Corporate Strategy Business Value Story Investments … … paying off over time … in business value … and progress now … visible via leading indicators (much later if at all) … with IT Contribution Emotional Human Perspective Human Value Story Human experiences of … … receiving the business value … over time … in emotional terms … about what’s different now … visible via their own words … or providing that value …
- 42. 42 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. Make Stories Better: Craft, Critique and Recraft Review & Critique (re) Craft
- 43. 43 © 2023Gartner, Inc. and/or its affiliates. All rights reserved. RESTRICTED DISTRIBUTION Ask the speaker
- 44. © 2023 Gartner,Inc. and/or its affiliates. All rights reserved. February 27 – 28 2023 | Phoenix, AZ 14 – 15 March 2023 | London, U.K. 9 – 10 May 2023 | Sydney, Australia 11 – 12 July 2023 | Tokyo, Japan Gartner CIO Leadership Forum Short and long-term strategies to lead you and your team to success in dynamic times. Learn more: gartner.com/conf/cio At this year’s conference, you’ll learn: Reshape organizational structures and attitudes for greater agility Engage peers to co-create ways of working that remove digital friction to speed business outcomes. Gartner CIO Leadership Forum is an unrivaled experience — a place where you’ll access the most timely advice, actionable tools and CIO peer insights to adapt faster and stay ahead of change. Register with code WEBINAR for an exclusive discount.
- 45. RESTRICTED DISTRIBUTION 45 ©2022 Gartner, Inc. and/or its affiliates. All rights reserved. Top Strategic Technology Trends 2023 OR CLICK ME
- 46. RESTRICTED DISTRIBUTION 46 ©2023 Gartner, Inc. and/or its affiliates. All rights reserved. Learn More Become a Client Clients receive 24/7 access to proven management and technology research, expert advice, benchmarks, diagnostics and more. Fill out the form to connect with a representative and learn more. Or give us a call: +441784614280 | +1 855 637 0291 8 a.m. – 7 p.m. ET 8 a.m. – 5 p.m. GMT Monday through Friday
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