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Thinking Inside the Box

進入 CFO 的思維 開啟新關係的契機

國立政治大學 孫郁婷

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Strategic partners?

Jack Welch:HR head as crucial as CFO

Dave Ulrich (1997)《 Human Resource Champions 》

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But…

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The research shows…

2009 People & Strategy MagazineExecutive insights into HR practices and

education (2002)Skills for HR professionals and graduates of HR

programs

 

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Think outside the boxThink inside the box

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Who are CFOs?

According to CFO.comCFO= 政治家+ 增值高手+ 消防員

+ 圈錢高手+ 好管家+ 大玩家+ 鐵公雞+ 精算師+ 評判員+ 電腦專家+ 替罪羊

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Who are CFOs?

90% maleUnder pressure from every angle

- new regulations, slow economy, tight banking

- especially after the 2008 financial tsunamiExternal pressures forcing accountability on

the organization

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Who are CFOs?

IBM 2010 Global CFO Study

- The new role of CFO: Value IntegratorNEXT, CFOs must improve productivity by

implementing better than management, culture and job fit.

THAT’S US IN THE FUTURE!

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Multi-tasking Required

Beyond finance, CFOs also involved in

Business development 54%

Human resources 49%

Information technology 31%

Reengineering 31%

Marketing/Sales 25%

Supply-chain management 13%

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The CEO thinks…

In which skills and qualities does your CFO excel?

Financial expertise

Personal integrity

Strategic vision

Line experience

Industry experience

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The CEO thinks…

In what areas do you believe your CFO needs to make more progress?

People-development skills

Communication skills

Leadership

Interpersonal skills

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It means…

WE CAN HELP!All of the CEOs gripes about CFOs are issues

that part of Human Resources’ core competencies.

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How to sell to CFOs

1

Convince them things are worse than they think.

2

Make your pitch.

3

Offer an easy first step.

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How to sell to CFOs

Show the number and use their languagesPoint out a few potential limitations to enhance

credibility Use expert power to become credibleSpeak from a business perspective

- focus on the resultsOffer accountability

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The result

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