Anne Johnson presentation at Tradestreaming Money Conference on Nov 14th

1. Selling Innovation to Upper Management
November 2016
Anne Johnson
Director, Head of Data Services
International Wealth Management

2. Making Change Starts with the Basics
Do it
yourself?
Leverage
external?
Is there trust in
IT?
Don’t we
spend too
much already?
Can they
deliver?
Will they
understand our
business?
Why? What? How?

3. The Art of the Sell: From Start to Commitment… and
Building Momentum to Sustain Itself
Storyline
Why, What, How
Plan
Timelines,
Milestones
Trust
Cultural Buy-InSponsor
Communication
Commitment
ResourcesBudget Access to Clients
Consistent
Delivery
Momentum
Client

4. Key Takeaways
The Storyline: Get your why, what how right to build your
case along with a feasible plan
From Start to Commitment: Changing attitudes,
changing culture and finding sponsors
Building Momentum: Consistent execution and
continuing communication builds on itself