Information Technology Audit is a sub-field under the Audit function which has garnered a lot of interest in the past few years, largely because of the widespread adoption of technology to drive the core and ancillary parts of businesses. It has become more important because businesses want to address the risk of material misstatements as it concerns technology in their Financial Statements. In this fast paced startup era, a lot of technology driven businesses are springing up with the speed of light. These businesses are majorly technology-driven, and are after the revenue without much emphasis placed on technology-related risks, and when related discussions are brought to the fore, they are easily swept ‘under the rug’.
This article suggests ways to sell Information Technology Audit to skeptics in four practical steps, which assures optimal results when applied.
STEP 1: Think like a skeptic
There must be something a business is seeing or not seeing that is making them disbelieve your proposition.Starting with questions like why and what and so on will give you a better perspective about their reasoning for sticking with the current approach and this will make you better prepared to table your proposition. This way, you will be prepared to answer the many questions that might be thrown your way.
STEP 2: Start with Hard facts
Most people or organizations are being skeptical because they really do not see the need for what you are trying to pitch to them, since their old method still delivers. The deliveries do not necessarily have to be great or perfect but as long as it works fine for them they are comfortable using it instead of switching. Hitting a skeptic with hard proven facts (statistics, figures, testimonies etc) is the second step in the process.
STEP 3: Talk about Efficiency
From personal experience gotten over the years, I can tell you this part hits the hardest. Everyone wants to save time, reduce stress and ease the flow of running tasks effectively and efficiently. The best way to sell InformationTechnology Audit to a skeptic is to show and tell them how the adoption will help ensure their business remains a going concern by identifying risk areas, thereby delivering maximum value to stakeholders. Trust me, you are already halfway done in making a skeptic a believer.
STEP 4: Touch their pain point
Before pitching your ideas, you must have done your research to find out how Information Technology Audit can be advantageous in achieving their business objective. Talk about the identified advantages and how it can help to solve the listed pain points. Go ahead to show the business the short falls of their normal way of doing things.
PS: Be diplomatic while doing this,they might become defensive, your duty is to make them see the differences and the advantages of choosing your proposed approach.
I trust you will find these steps both useful and practicable as you sell Information Technology Audit to the “toughest” skeptics.
I would appreciate your feedback.
Thanks.
