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Obstacle Course for Getting Buy-in for Analytics

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Submitted By gacoki
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GARY COKINS, CPIM
Analytics-Based Performance Management LLC www.garycokins.com 401 Hogans Valley Way
Cary, NC 27513

e-mail: gcokins@garycokins.com

_____________________________________________________________________________________

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The Obstacle Course for Getting Buy-in for Analytics

Why is the adoption rate for applying analytics so slow? Technology is no longer the impediment. It once was, but software capabilities are proven. The barriers involve resistance to change and unfamiliarity. These are social, behavioral, and cultural issues; and few analysts are trained in behavioral change management. What is involved with these barriers, and how can analysts overcome resistance and get organizational buy-in? Organizations that achieve competency with analytics are able to sustain a long-term competitive advantage.

Careers sometimes have more to do with luck and circumstances than being smart and competent. I have been fortunate in having luck to meet opportunity. My 1960s high school love for mathematics led to degrees in industrial engineering and operations research at Cornell University and an MBA from Northwestern University’s Kellogg School of Management. After ten years in CFO and operations line manager roles, I enjoyed fifteen years in management consulting on enterprise performance improvement projects with Deloitte, KPMG, and Electronic Data Systems (EDS, now owned by HP). During my consulting years I worked with the academic luminaries Professors Robert S. Kaplan and David Norton on balanced scorecards and also with Dr. Tom Davenport on analytics. This led to my authoring six business books. What I have learned through observation is that passion along with curiosity drives discovery. Passion is the mysterious force behind nearly every step-change in a process or introduction of a new idea.…...

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