目次はじめに第1章 営業プロセス
事前活動
1. 地域デビュー······················································································· 2
2. コネクション······················································································· 4
3. 自己アピール······················································································· 6
4. 見込み客開拓····················································································· 10
5. 顧客の事前調査 ················································································ 14

営業活動
6. ファーストコンタクト ···································································· 18
7. 顧客IT導入価値················································································· 228. ITC活動······························································································· 269. ITCプロセス提案 ·············································································· 3010. ITCプロセススケジュール ····························································· 32
11. 支援契約締結····················································································· 34
12. プロジェクトの発足 ········································································ 38
13. ITC業務関連書類 ·············································································· 42

第2章 ITCプロセス
経営戦略
14. 顧客ヒアリング ················································································ 48
15. 経営者の考え方 ················································································ 52
16. 意思決定プロセス ············································································ 56
17. 事業形態の把握 ················································································ 60
18. 業務分析 ····························································································· 64
19. 組織分析 ····························································································· 68
20. 環境分析フレームワーク································································ 72
21. 戦略決定 ····························································································· 76

IT戦略
22. 現状ITシステム················································································· 82
23. 顧客IT活用状況················································································· 86
24. 業務詳細分析····················································································· 88
25. IT調査・分析····················································································· 90
26. IT戦略の進め方················································································· 92
27. ITC立ち位置 ······················································································ 96
28. ITC成果物 ························································································ 100
29. 長期計画 ··························································································· 104
30. 導入計画 ··························································································· 106

31. ベースライン ·················································································· 108
32. IT投資 ······························································································· 112
33. IT成果物見える化 ·········································································· 116
34. 新業務プロセス ·············································································· 120

プロセスとプロジェクト
35. プロセス/プロジェクト································································ 126
36. プロジェクト ·················································································· 130
37. プロジェクト管理 ·········································································· 134

IT資源調達38. ベンダー招請 ·················································································· 138
39. 提案依頼書(RFP) ············································································ 140
40. 提案説明··························································································· 144
41. 提案評価··························································································· 146
42. ベンダー契約 ·················································································· 150

プロセス改革43. 業務改革··························································································· 154
44. 基準・規則の見直し ······································································ 158

IT導入
45. 要件定義··························································································· 164
46. ハードウェア ·················································································· 168
47. ハードウェア管理 ·········································································· 172
48. システム··························································································· 174
49. 書類管理··························································································· 178
50. 総合テスト、移行 ·········································································· 182
51. 承認/検収························································································· 186
52. IT導入教育 ······················································································· 190
53. ベンダー保守管理 ·········································································· 192
54. 運用業務支援 ·················································································· 194

第3章 運用後支援プロセス
ITサービス55. 運用後支援······················································································· 200

コーヒーブレイク
社長はITが欲しいのではない··················································· 46
コーディネータ ··········································································· 80
ITで会社が見えた ····································································· 124
社長は会社がわからない························································· 162
IT化の効果はこれからわかる················································· 198