NOVEMBER 2022HR TECH OUTLOOK EUROPE9In this environment of remote working and artificial intelligence, I still find an ability to build personal connections has never been more importantyour priorities.Unfortunately, funds are not bottomless, so there will always be opportunity cost. As IT professionals, we are quite often at the cusp of where technology is moving. Thoroughly understanding our business' big picture ­ and the cost ­ will help us put together compelling cases for technology.However, even then, not everything can be rolled out at once. Part of growing a personal connection with others is having patience and realising that an opportune moment may emerge down the track for the business to adopt your suggestions, rather than in that moment. In IT, that moment frequently emerges when legacy technology has to be replaced.Relationships are extremely important when it comes to remaining up-to-date and considering technology that is ahead of the curve. I investigate widely myself, but I rely heavily on suggestions from innovation partners, including my own team and our suppliers within the marketplace.CONNECTING WITH ACCOUNT MANAGERSRelationships with account managers from other companies should not be just one-way but, rather, something that is fostered over time.From time to time, account managers will look for opportunities to showcase customers, and these represent great win-win opportunities to build your brand. Some of my account managers have become professional friends ­ the relationship always remains professional, but we have collaborated, shared ideas and improved the benefits both businesses draw from the relationship. They can be an underestimated source of innovation.TIPS FOR START-UPS LOOKING TO FORGE CONNECTIONSMore than many other industries, the IT space features start-up businesses ­ some of which regrettably disappear after just a short period of time. Often this is because they have not been able to develop the connections to keep business coming through the door.When I have looked at suppliers or service providers for some of our bigger projects, I often look at price and whether a company is capable of delivering on a promise. It is only practical to try to reduce risk and, sometimes, that involves choosing the business with a track record.But start-ups stepping into an unfamiliar space can usurp bigger players by focusing on developing relationships. Start-ups also have a size advantage in that they can provide greater personalised care and service than a big company capably can. For example, sometimes we will deliberately choose a smaller player we know can deliver results because we want to be valued as their biggest customer and derive additional flexibility from this arrangement.When selecting whether to go with established players or start-ups, we pay closest attention to who will be most interested in the needs of our business. We seek innovation from suppliers and partners so we will strongly consider those who investigate our business and ask questions.While we as IT professionals are perceived to be excellent at detail, building relationships with our teams and each other is just as critical if we want long-term and strategic stability. Excelling at increasingly prevalent artificial intelligence is no substitute for knowing how to foster the personal connection.
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