Marta is not anti-technology. She is prudent. As the CFO of an industrial multinational, her job description is basically saying "no" until someone proves it’s safe to say "yes."
Last week, I pitched the idea of integrating AI with her beloved JD Edwards to approve purchase orders.
Marta didn’t look at me. She looked at the door, calculating how fast she could run.
"Are you telling me a 'robot' is going to decide on my budgets?" she asked, adjusting her glasses. "What happens if the chat 'hallucinates' and approves a million-dollar purchase of paperclips? Or if someone asks for confidential payroll data?"
Silence in the room.
It is the number one objection. And honestly? It is valid.
It’s the fear of the "Black Box." Marta imagined the AI as a crazy intern holding the keys to the kingdom.
Most consultants would have started talking about security protocols right there. I didn't. I knew that if I didn't address the emotional panic first, the project was dead before Monday morning coffee.
So I let the silence hang.
(To be continued tomorrow...)
