In today’s competitive global landscape, especially within vast, geographically dispersed organisations, a universal challenge persists: how to stand out and grab the attention of those who matter. While many resort to showcasing their talents and proclaiming their worth, there exists a more efficient and subtle approach, which I call ‘jumping into the line of fire’.
Understanding this principle requires one to think differently. Instead of beckoning stakeholders to divert their gaze towards you, it’s about identifying where their focus currently lies and positioning yourself firmly within that view. Dive deep into understanding the complexities, challenges, and needs of your senior executives. Then, align your unique set of skills, capabilities, and objectives with theirs. By doing so, you’re not merely presenting your worth; you’re demonstrating a proactive commitment to the organisation’s broader goals.
Instead of a generic, “Look at how brilliant I am,” you’ll effectively be saying, “I see what concerns you, and I’m here with solutions.” This approach eradicates the usual competition for attention and visibility. You position yourself not as an isolated entity seeking recognition but as an integral player in the organisation’s success story.
Let’s delve into the story of a process reengineer I advised. In a mammoth multi-billion-dollar enterprise, his goal was to carve out savings of $100,000. Yet, for the top brass, this figure was a mere drop in the ocean. Their eyes were set on a larger prize: escalating sales to ensure robust shareholder profits. Rather than merely harping on potential savings, the reengineer pivoted his narrative. He underscored how refining certain processes could amplify sales and, by extension, elevate the overall bottom-line performance. Through this subtle shift in perspective, he not only seized their undivided attention but also earned a well-deserved promotion within six months.
While this strategy might seem deceptively simple, it’s rooted in a combination of keen insight, adaptability, and a profound understanding of organisational dynamics. Here’s a structured exercise to refine this approach:
- Identify Priorities: Ascertain the top concerns for a pivotal senior individual or the core leadership team.
- Align Objectives: Evaluate how your role, ideas, or proposals can either support or potentially impede these priorities.
- Spotlight Contributions: Deliberate on how best to highlight and communicate the tangible impact you can deliver.
Implementation
- Stay Informed: Make it a regular practice to familiarise yourself with the evolving objectives and strategies of senior figures within your organisation.
- Revise Your Narrative: Continuously innovate how you discuss and present your work, ensuring it’s framed within the broader organisational context.
- Seize Opportunities: Always be on the lookout for avenues to tweak your contributions, ensuring they’re directly aligned with executive objectives.
In summary, to wield extraordinary influence in today’s complex corporate environment, one doesn’t need to be the loudest voice in the room. It’s about astute positioning — being in the right place, with a resonant message, at the opportune moment. Gauge where the spotlight is, strategically position yourself in its path, and unflinchingly demonstrate how you can be an asset. This, in essence, is the art of extraordinary influence.
Extraordinary Influence No.11: Line of Fire. These seventeen principles, among others, shape Colin Gautrey’s provocative coaching and mentoring practice.
Colin Gautrey
Provocative Coach/Mentor | Specialism: Impact and Influence
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