Can you imagine going for a hike on the fells or moors and spending the day just looking at the ground in front of you? Not only would you get lost pretty quickly, but it would also be very tiring and boring at the same time. Yet this is exactly what many people are doing when it comes to influence. In fact, it ranks number one in my catalogue of common mistakes.
This is easy to explain when you consider that:
- Most people arrive at their job as an influencer from a background in task execution rather than strategy. They are more accustomed to following processes, completing actions and delivering outcomes.
- Influence usually happens in the grey zone between black and white. It is difficult to understand what really needs to happen and hence, many people shy away from it and stick with the tangible.
- Not only is the influence zone difficult to understand, it is forever changing. What was true (or likely) today may be completely false tomorrow; and the change is even harder to notice.
- Many people don’t know the difference between strategies and tactics, let alone the benefits of strategizing.
Picking up on the final point, there is a lot of confusions among the professional strategists. To simplify to a workable level, I like to think of the distinctions as:
- Objectives: Where you are aiming to get to, what you are hoping to achieve.
- Strategy: The major moves you intend to make, your game plan.
- Tactics: The actions you take to implement your strategy and move towards your objective.
Therefore, the strategy gives shape and direction to your actions. Without this you may miss opportunities and get stuck very quickly.
Without a strategy when you are out on the mountains or moors, it would be like trying to reach your destination by walking in a straight line. It won’t be long before you reach an insurmountable obstacle. Instead, you would take a look at your map and try to work out a feasible route. The route you choose will depend on many factors such as your experience, capabilities, equipment and the weather forecast. Another thing you would consider, if you are wise, are contingency plans in case things change along the way, like weather, accidents and so forth.
The tactics come when you pack your bag and start walking. Your route (strategy) is probably described by various peaks or landmarks. Your tactics are the actions you take to get there. As you progress, you will inevitably modify your tactics, avoiding unexpected obstacles, or taking surprising shortcuts. It is unlikely that you will dramatically alter your strategy unless something calamitous happens.
The Gautrey Influence Blog
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For a hiker, the strategy helps them to make tactical decisions which will keep them stepping in broadly the right direction. Without a strategy they will probably never arrive at their intended destination.
Exactly the same needs to happen with influence. First you need to decide on your overall goal or objective – what you wish to achieve. Then you need to build an overall strategy by considering what else is going on around your goal within the organisation, the territory, the trends, and also the other people with potentially competing goals. Your strategy also needs to take into account the resources you have available (money, people, skills and experience). Having worked out a feasible strategy, you would be wise to consider your risks and either mitigate them or plan contingencies.
Then you can get moving with your tactics. As you do, there will be reactions from others, new information will come to like, and changes will occur. Therefore you need to stay alert and adapt as necessary while keeping aligned to your strategy and your ultimate goal. Influencing in this manner will ensure that you choose the best tactics to do the job of giving you the progress you need.
And a final thought for you. The vast majority of hikers start out with a route plan (strategy) for their walk because they know how dangerous it can be if they don’t. Consequently, they are more relaxed and enjoy every moment of their walk, taking in the views, feeling the fresh air in their lungs and stretching their muscles. Usually, they even have the luxury of being able to take a diversion or two just for fun. They really enjoy their day out.
Wouldn’t it be great if you could enjoy a leisurely walk to your influence destination too?
The Gautrey Influence Blog
Ever felt overlooked, unheard, or stuck in office politics? You’re not alone. The Gautrey Influence Blog breaks down the real-world strategies behind leadership, influence, and power—giving you the tools to be heard, respected, and successful. Join 35,000+ professionals getting ahead the smart way—subscribe now..
💡 Benchmark your Influence: Take the Master of Influence Assessment (Free for Subscribers!)
👉 [Subscribe & Take the Assessment]