Editor's note: The following press release provides information on a resource that can help you select appropriate information technology

Problem: How to get value from IT acquisitions?
Solution: CNA's Diane Carco

When Diane Carco looked for a book or seminar to help her staff make smart information technology investments and understand the acquisition process, she came up empty. The CNA senior financial officer for the Information Technology Department found nothing out there.

Yet the problem is huge: 40 percent of all corporate investment is now in IT. Companies over and over again are paying too much for wrong information technology goods and services, and they are buying technology with restrictive terms. Further, corporate execs have become simply exasperated by the whole IT acquisition process and have difficulty finding the value received for the dollars spent.

Why not help companies save on IT?

In discussing this problem with her friend, Brad Peterson, an attorney with Mayer Brown & Platt in Chicago, the proverbial light bulb went on: why not write the book on this matter? Why not help companies significantly save on their next IT purchase? Why not tell people how to get IT that improves business productivity, fits into their company's financial plans, integrates with existing systems and is bought from a vendor with the best price and terms? After all, Carco, a CPA, an expert in finance and operations, had negotiated many IT deals. And, Peterson not only has the legal background but has also served as a computer vendor. Together, they certainly had the expertise and vision. The result: "The Smart Way to Buy Information Technology - How to Maximize Value and Avoid Costly Pitfalls," published by AMACOM (the American Management Association's publishing subsidiary) and released this February.

Within two weeks of sending out their book proposal, an agent for AMACOM called and visited the first-time authors, bringing along a contract - this response far exceeded their expectations. Carco and Peterson divided up the writing. Each took primary writing responsibility for half of the 16 chapters. Carco's brother, a marketing writer, and her fiancee, a technical engineer, also lent their expertise to the project. So when the first draft was sent to the publisher, only minimal copy-editing was required before publication.

Phil Engel endorses the book

With dashes of humor, the book takes a complex subject and makes it easy to understand. Critical reviews have been glowing, including one from CNA President Phil Engel. Engel wrote an endorsement that's on the book's jacket. He says the book was written by experts "...on the front lines of buying information technology who have survived to share the secrets of their success with examples, lessons and illustrations that provide a witty and effective guide."

Carco, who has been with CNA for three years, heads the IT Finance division and serves as lead negotiator for most of CNA's major technology contracts. All technology goods and services - and all consulting services regarding them - are contracted or purchased by Carco's division. Carco came to CNA with finance and technology experience gained from her service at Ford Motor Company (financial services area) and Ernst & Young.

A passion for the Packers

IT isn't the only enthusiasm in Carco's life. To say this Wisconsin native is a big Packer football fan is to put it mildly. Her office is a Packer shrine, with a signed Brett Favre game shirt, photos of the Packer Stadium, a Packer pillow, a beverage cup, a "never leave home without it" cheese head, and a portrait of the legendary "Winning is Everything" former Green Bay Coach Vince Lombardi.

Helping CNA IT get great help

Carco hopes her book will help bring visibility to CNA in the technology marketplace and aid in the recruitment of IT professionals. "I hope information technology professionals will see CNA as a leader in looking at technology with a business eye," says Carco. "IT is "mission critical" to the future of a thriving big business, so it's important to make sensible IT buying decisions. I want the word in the marketplace to be that CNA's focus and vision on this matter makes our company a wonderful place to work."

Questions about this story can be directed to Paul Brucker at 312-822-4260

First issued 3/98