ON THIS EPISODE ➤ Why IT teams become “the Department of No” and how to transform that culture ➤ The Walsh KPI Framework: 5 metrics that prove IT’s EBITDA impact ➤ Using golf as a leadership assessment tool for vendors and partners ➤ The ACAIC method for overcoming objections without saying no ➤ From “users” to “customers” – the language shift that changes everything What happens when golf course wisdom meets IT leadership? Grant Walsh, Director of IT in Charlotte, North Carolina, brings 20+ years of IT leadership experience and a unique perspective: he evaluates vendors, partners, and leadership potential...

376- Grant Walsh: The Golf Course Leadership Philosophy

Having a seat at the table. Nice. Being heard? Nicer. 

For decades, IT leaders have been the backbone of defensible business growth, solving problems that could cripple a business often before anyone noticed.

We know this world.
The late nights. The firefights.
The impossible deadlines that somehow got met.

IT Professionals don’t just fix.
They fortify.
They’re the frontline heroes fighting an improbable battle

thriving where others break,

armed with a resilience the strongest military leaders consider simply another day safeguarding the world.

When things get rough, you’re indispensable.
When everything’s humming like a well-oiled Tesla, 
you’re the hidden engine of progress, often asked 
to do the extraordinary.

And one of the toughest parts? Being hunted by short-term sales reps chasing quotas, pushing shiny solutions they “know” you need… but you know you don’t.

What if you could work with those who have sat in your seat, been precisely where you are? You can.

That’s right: We’ve been there.

Negotiating partnerships, being pitched by vendors across the table, and standing on the frontlines of IT.

That’s why we built a platform where IT leaders are amplified, not sidelined.
Not just “another platform.”
In fact, three in one.

A triple-threat to the industry norm.
Doing to IT what the iPhone did to the Blackberry 
redefining the game (and expectations) forever.

And to be clear, we refuse to be part of 
the “Hype Cycle” and inflated expectations. 

Which is why we’ve perfected a proven model 
that elevates you, the IT leader. Just ask our clients.

The first piece?
A podcast, not just a show.
A platform where IT pros share hard-earned truths, not corporate scripts.

The second piece?
A community where peers (real ones) have sophisticated conversations—without vendors lurking in the corner.

The final component?
An advisory with only one agenda: your performance and sanity, so you make smarter vetted choices without the sales circus.

Think of us as your backstage pass to whoever you need to meet to eliminate headaches and accelerate resolutions.

The kind of exclusive pass that gains you access to our ecosystem with $1.2 billion in buying power.

When we knock, the door’s already unlocked.

And here’s the kicker:
We make vendors fund your success.

What about vendor-neutrality?
If we were any more neutral, we’d be beige.

Our triple-threat model doesn’t just transform how we do business.
It transforms the impact you have on a 
day-to-day basis and on a year-over-year basis.

It’s how you balance innovation with stability.
Where you not only have a seat at the table, 
but get invited to speak.
And be listened to.

And there’s one final point that makes everything work:
We don’t disappear when you need us. Ever.
We stay. We escalate. We stand with you.

We are anti-spin. Anti-transactional. Pro-IT leader.
Your resilience is our resilience.

Because when IT leaders rise…
so does everything else.

Welcome to the platform.
Welcome to the movement.

Join the next wave of IT leadership.

Welcome to You’ve Been Heard.

*****DISCLAIMER***** All views, opinions, and statements made by guests on this show do not represent the beliefs of the host Phil Howard, or any entity whatsoever with which the show has been, is now, or will be affiliated. Any statements, views, random thoughts, or opinions expressed by the hosts and guests do not necessarily reflect the personal beliefs (could easily be misconstrued) and are not the official policy/position of our company, agency, podcast, and affiliated partners. Finally, because human beings are characteristically prone to flaws and mistakes, we warn all listeners to think critically for yourself and seek true knowledge before taking action upon anything.

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Having a seat at the table. Nice. Being heard? Nicer. For decades, IT leaders have been the backbone of defensible business growth, solving problems that could cripple a business often before anyone noticed. We know this world. The late nights. The firefights. The impossible deadlines that somehow got met. IT Professionals don’t just fix. They fortify. They’re the frontline heroes fighting an improbable battle thriving where others break, armed with a resilience the strongest military leaders consider simply another day safeguarding the world. When things get rough, you’re indispensable. When everything’s humming like a well-oiled Tesla, you’re the hidden engine of progress, often asked to do the extraordinary. And one of the toughest parts? Being hunted by short-term sales reps chasing quotas, pushing shiny solutions they “know” you need… but you know you don’t. What if you could work with those who have sat in your seat, been precisely where you are? You can. That’s right: We’ve been there. Negotiating partnerships, being pitched by vendors across the table, and standing on the frontlines of IT. That’s why we built a platform where IT leaders are amplified, not sidelined. Not just “another platform.” In fact, three in one. A triple-threat to the industry norm. Doing to IT what the iPhone did to the Blackberry redefining the game (and expectations) forever. And to be clear, we refuse to be part of the “Hype Cycle” and inflated expectations. Which is why we’ve perfected a proven model that elevates you, the IT leader. Just ask our clients. The first piece? A podcast, not just a show. A platform where IT pros share hard-earned truths, not corporate scripts. The second piece? A community where peers (real ones) have sophisticated conversations—without vendors lurking in the corner. The final component? An advisory with only one agenda: your performance and sanity, so you make smarter vetted choices without the sales circus. Think of us as your backstage pass to whoever you need to meet to eliminate headaches and accelerate resolutions. The kind of exclusive pass that gains you access to our ecosystem with $1.2 billion in buying power. When we knock, the door’s already unlocked. And here’s the kicker: We make vendors fund your success. What about vendor-neutrality? If we were any more neutral, we’d be beige. Our triple-threat model doesn’t just transform how we do business. It transforms the impact you have on a day-to-day basis and on a year-over-year basis. It’s how you balance innovation with stability. Where you not only have a seat at the table, but get invited to speak. And be listened to. And there’s one final point that makes everything work: We don’t disappear when you need us. Ever. We stay. We escalate. We stand with you. We are anti-spin. Anti-transactional. Pro-IT leader. Your resilience is our resilience. Because when IT leaders rise… so does everything else. Welcome to the platform. Welcome to the movement. Join the next wave of IT leadership. Welcome to You’ve Been Heard. *****DISCLAIMER***** All views, opinions, and statements made by guests on this show do not represent the beliefs of the host Phil Howard, or any entity whatsoever with which the show has been, is now, or will be affiliated. Any statements, views, random thoughts, or opinions expressed by the hosts and guests do not necessarily reflect the personal beliefs (could easily be misconstrued) and are not the official policy/position of our company, agency, podcast, and affiliated partners. Finally, because human beings are characteristically prone to flaws and mistakes, we warn all listeners to think critically for yourself and seek true knowledge before taking action upon anything.

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