The Open Group Cannes blog series (4/6)

Henry Franken
Posted by Henry Franken on May 8, 2012

Enterprise Architecture

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During the Open Group Conference in Cannes I delivered a presentation on “Successfully implementing EA with TOGAF® and ArchiMate®”. Moreover, I joined as expert into a very interesting ‘ask the expert panel session’ with good questions from the audience. This resulted in 6 important questions. In this short blogpost series I will address these questions with some more detail.

Question 4: How can you sell your EA-project to the internal (or external) client?

Nothing sells better than success. The first tip that we can offer in this respect is this: make sure you claim results early on to sell the initiative. In some cases, this means that one may have to start an EA initiative “under the radar” and go from there.


Another aspect of selling EA is to recognize the fact that selling EA is all about communication. Thinks carefully about what you want to communicate and how communication should be framed. Talk to key stakeholders in their terms and let them know that Enterprise Architecture makes projects better, cheaper, faster, etcetera. Raise the level of your presentations by focusing on what you can achieve rather than “all the cool architecture stuff you can do to make life better”.

For more information, please consider reading our blogpost series by Brenda Cowie on Human Dynamics in EA.

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