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Case Study 19

If you plan to undertake this role you are really putting yourself into the position of being a "mediator." As such, you need to understand that you have to level the playing field with both departments before they will want to cooperate. First, tell each department contact person separately - what's in it for you. Let them know why you want to be involved in such a project, and how success will help you, and help them. Develop a vision for what a successful conclusion between the two departments would look like, and how it would benefit the overall operations of the company. While "leveling the playing field" seek the insight of departments other than Sales and IT to see what impact other company leaders think would accrue from a successful solution. Stay a neutral as possible and listen carefully to both sides so when you start to bring them together, they want to hear what you have to say.

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