My career in technology sales started in the mid 90’s. Over the years, it feels like I have had the same conversation hundreds of times around cost, utilization, and waste.  The bottom-line of each conversation is the same: a disconnect exists between business users and the IT cost centers.

Charge backs. When engaged in one of these discussions last week, it hit me. The IT manager said something like “These guys keep asking for more and have no idea what it costs…” I responded with my standard, “You must not use charge backs” knowing full well his shop, like many other IT shops, do not use charge backs. Using “charge backs” is (of course) the answer to this dilemma. But, this phrase, is an all too often overused, but a seldom accomplished talking point. Most IT shops like throw around the phrase, but few actually have a charge back system in place! But why?…

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