As a leader, what animal are you? Would you like to be a Wolf? This keynote focuses on the premise that transformation leaders are often in extreme political situations. These situations may place them at risk both professionally and personally. In extreme situations, extreme tactics such as manipulation and power-plays often apply. This session will apply the wisdom of the controversial Niccole Machiavelli to the world of the transformation leader. This session based on the new book, The Wolf in CIO's Clothing: A Machiavellian Strategy for IT Leadership Success". This session will answer questions such as: When must leaders consider going to the dark side to survive and succeed? What is your extreme animal profile? How can going to the dark side bring your organization back into the light?

1. The Wolf in CIO's Clothing
Tina Nunno
VP & Gartner Fellow
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2. Men generally decide upon
a middle course,
which is most hazardous;
for they know neither how
to be entirely good
or entirely bad.
— Machiavelli, The Discourses

3. Niccolo Machiavelli
Can Help in
Extreme Situations

4. IT is Increasingly Under Attack and
Leaders Must Go on the Offensive
"Great men and powerful republics preserve an equal dignity
and courage in prosperity and in adversity."
© 2014 Gartner, Inc. and/or its affiliates. All rights reserved.
— Machiavelli
Why is IT so
expensive?
Where is our
innovation?
We need
competitive
advantage.
Why does
everything
take so long?
IT should not
be left to IT!
Where is our digital
strategy?

5. Machiavelli's World View Was Shaped
by His Personal Experiences
Normal View
Detractors
Potential Supporters
© 2014 Gartner, Inc. and/or its affiliates. All rights reserved.
Supporters
Machiavelli's View
Enemies Friends
Potential Enemies

6. Machiavelli Said to Think Like an Animal
Which Animal Are You?
Would You Rather Be a Wolf?
© 2014 Gartner, Inc. and/or its affiliates. All rights reserved.

7. The Extreme Animal Ecosystem:
Go to Extremes to Become a Wolf
© 2014 Gartner, Inc. and/or its affiliates. All rights reserved.

8. The Extreme Animal Ecosystem
Power, Manipulation, and Warfare Disciplines
© 2014 Gartner, Inc. and/or its affiliates. All rights reserved.

9. What Animal Are you?
"Men are so controlled by immediate necessities, that a prince who deceives
will always find those who let themselves be deceived."
Which statement below best describes how you handle urgent requests?
a) We set aside process and save the day!
b) We document the request thoroughly, then fulfill it as soon as possible. The
stakeholder likely knows what they need.
c) We ask them to do something like paperwork or get an executive signature to
"We make the stakeholder work a bit for an urgent request to see
if they really need what they are asking for now."
© 2014 Gartner, Inc. and/or its affiliates. All rights reserved.
— Wolf
test if the request really is urgent.
d) We "comply slowly" with the request and meanwhile check other sources to see if
the request is actually urgent.
— Machiavelli

10. Power Is an Ethically Neutral Construct
Power is the ability to make something happen.
"A multitude without a chief is useless;
and it is not well to threaten before having the power to act."
© 2014 Gartner, Inc. and/or its affiliates. All rights reserved.
— Machiavelli

11. Manipulation Is the Only Effective Tactic
in Specific Circumstances
Leaders must apply manipulation when their opponents are:
"It is double pleasure to deceive the deceiver."
© 2014 Gartner, Inc. and/or its affiliates. All rights reserved.
— Machiavelli
Irrational
Deceitful
Powerful

12. Republics Have Adopted Three Methods
of Expansion; So Can You
Make Other States Into
Subjects Rather Than Allies
"To undertake the responsibility of governing cities by force,
especially such as have been accustomed to self-government,
is a difficult and tiresome business."
© 2014 Gartner, Inc. and/or its affiliates. All rights reserved.
— Machiavelli
Form an Alliance
With a Central Authority
Form a League of
Equals

13. Go to Extremes to Strengthen the Wolf:
The Extreme Animal Ecosystem
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14. Gartner.com/wolfcio
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