The Surprising Advice I Give CEOs About Hiring Fractional CTOs

Hey there,

One of a fractional CTO’s biggest challenges is educating potential clients on the value of your role. Many CEOs are familiar with hiring full-time executives, consultants, or project-based contractors, but the concept of a fractional leader can be foreign.

Today I want to share with you the advice I give to CEOs considering bringing on a Fractional CTO. My hope is that by understanding how I frame it, you'll be better equipped to pitch your own services and land the engagements you're excited about.

When a CEO comes to me asking about hiring a Fractional CTO, the first thing I do is acknowledge their foresight. Recognizing the need for strategic technical leadership and taking action is huge.

But the next thing I do often surprises them. I tell them:

"The most important quality to look for in a Fractional CTO isn't their technical skill set - it's their ability to communicate and think strategically."

Hold on. Aren't technical chops the whole point of hiring a CTO?

A strong technical foundation is essential. But the truth is, in a fractional engagement, your ability to translate tech speak into business impact is far more valuable than your coding prowess.

Think about it: as a Fractional CTO, your primary role is to align technology with business goals. You're there to architect the overall strategy, not get lost in the weeds of implementation.

So when I advise CEOs on what to look for, I tell them to prioritize candidates who:

• Can clearly explain complex technical concepts to non-technical stakeholders

• Have a track record of tying tech initiatives to business KPIs

• Ask probing questions to understand the company's unique challenges and goals

• Communicate a strategic vision that gets the whole team excited

• Focus on outcomes over outputs

The best Fractional CTOs are the ones who act as a bridge between the tech team and the C-suite. They're the ones who can not only devise a smart plan, but also rally support and drive alignment around it.

As you're pitching your own fractional services, lean into these qualities. Don't just rattle off your tech stack - showcase your ability to understand the business, communicate your vision, and lead cross-functional teams.

One tactical tip: come prepared with stories that demonstrate these skills in action. Maybe it's the time you helped a SaaS startup reduce churn by 30% through a data-driven retention campaign. Or the time you revamped a healthcare company's cybersecurity protocols to achieve HIPAA compliance.

The more you can tie your technical expertise to tangible business results, the more irresistible you'll be to potential clients.

Of course, this is just one piece of the fractional puzzle. If you want to dive deeper into crafting your pitch, pricing your services, and delivering ongoing value, I invite you to check out our CTOx Accelerator and see if it’s right for you. It's a 6-month intensive training and community designed to help you build and scale a thriving fractional CTO practice.

In the meantime, remember: your greatest asset as a Fractional CTO isn't your code - it's your strategic mind and your ability to communicate. 

Lead with that, and you'll be well on your way to landing the clients and projects of your dreams.

Rooting for you,
Lior

Lior Weinstein
Founder & Head Coach, CTOx