Colin Gautrey

How to Develop Influencing Goals

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Influencing Goals are a critical element of the overall stakeholder influence process that I advocate here. Many people when they begin to focus on their influence will stay too long having a vague aim about what they want to influence. This is okay, but is not as powerful has developing an extremely clear focus on exactly what you want people to be doing, thinking, feeling or saying differently as a result of your influence. Influence goals are usually the final step in the realisation of your main business goal or target. By developing a clear influence goal, you are actually answering the question: Read More

Deepening Influence Goal Specification

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A final piece of thinking in this step is how you will know you have achieved the desired influence. For many of the example Influencing Goals I gave earlier, it is clear from the wording that the board either signed off the proposal or they didn’t. But ones like becoming recognised as Samantha’s successor are a little more difficult. How would you know you are recognised as a successor? The more clarity you get, the more progress you will make. So if this applies to you, see if you can come up with some Read More

Exercise: Finalising Your Influencing Goal

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Start by making a list of the key challenges that you need or want to influence within your work or perhaps with your business partners. Likely candidates for this list include...
  • Projects you are responsible for either delivering or sponsoring
  • Disputes within your peer group
  • New product ideas that you want to gain support for
  • Units which are embattled and consensus over action is lacking
  • Projects that have stalled or are in crisis
  • Strategic change plans that have not yet reached implementation stage
  • Structural changes that are being contemplated
Consider the following Read More

Choosing the Right Influencing Goal

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Influencing Goals which tend to work best in this process are the ones that…
  • Are a top priority for you in your work.
  • Require many people to think, feel or act differently.
  • Need to overcome tough opposition from others.
  • Require a plan of action over several months.
  • Are important to other people, as well.
Put another way, an Influencing Goal that is rarely suitable is one Read More

Focus Influencing Goals on Influence

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It may seem a little odd as a title, but it is vital that you make sure the goal you are going to use as a focus for the Stakeholder Influence Process is about influence rather than things happening, or milestones. You are no doubt very accustomed to defining goals at work based on projects which have to be completed, agreements which need to be signed, etc. What I want you to do with influencing goals is to take one step back to consider what you have to influence in order to Read More

Exploring Influencing Goals

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Unless you know exactly what you are shooting for, you will lose ground, miss opportunities and struggle to get buy-in. If you are clear, you’ll move much faster, save time and get even better results. You need to get focused not only on your end goal, but also on what you need to influence to get there. The first step in the Stakeholder Influence Process is to clarify what you want to focus on. Pause to consider all of the important Read More

Exercise: Increasing Your Motivation to Influence

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The main principle here is that you need to find a way to keep going – or perhaps many ways to keep going. If you’ve got this far in the book, you’re already demonstrating motivation; but where will this energy and enthusiasm be in a couple of months’ time? When the going gets a little rough, you need to be ready – you need to be at your peak in motivation terms, so that you have the tenacity to stick with it. One way to do this is to keep the personal benefits that success will bring to you, and also the negative consequences or losses you will incur if you fail at the forefront of your mind. Some people tend Read More

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