how to influence

How to Influence Upwards

July 5, 2012 by Colin Gautrey

One of the key challenges facing many leaders today — at all levels — is how to influence people more senior than themselves, including their bosses. You have important work to do, and you need their input, their buy-in and support. If you’re good, this work will create many wins; for you, for them and for the organisation. But, somehow, they don’t manage to find the time to see you. Or, you see them favouring other people’s ideas instead of your own. You have clear logic to what you are suggesting, yet somehow they don’t seem to see it, or are more easily influenced by other people. Worse, they could be agreeing with you, yet somehow not following through. If Influencing Upwards is a challenge for you, the following factors could be contributing to your situation… Read More

How to Upset People without Being Offensive

June 24, 2012 by Colin Gautrey

Let’s face it, sometimes people need shaking up a little. Everyone gets stuck in a rut and needs to be helped out with a little shock treatment. Don’t get me wrong, I’m not advocating you running around creating enemies. What I am saying is that sometimes too many people are too cautious about sharing what they really think. Being too tactful risks the accusation that you are not moving fast enough, are hedging your bets or being too timid. In which case, use the list below to find ways to appear slightly less tactful and diplomatic — while avoiding taking it too far and upsetting people! On the other hand, if you are already rather good at upsetting people (perhaps you’ve been told to learn how to be more tactful), use the list as a self-assessment to heighten your awareness and eradicate some of these behaviours! Read More

23 Things You Can Do Today to Increase Your Influence

June 15, 2012 by Colin Gautrey

If you want to become more influential, you must pause — but not for long. Action is essential, but action without thought is stupid. So, let's pause a moment to think about simple ways you can act to increase your influence, 23 things you could do today. Now, I insist that the first two are mandatory, and need to be completed right now. The rest you can cheery pick the most relevant and useful.

Influence Action No. 1

Go and get a coffee and a notebook. Influence takes preparation. Spend 15 minutes thinking about the ideas below and how they could apply to your situation. A little common sense will be required as you translate them into the challenges you face, but a little caffeine should help you stay alert to this.

Influence Action No. 2

Make a firm commitment, to yourself, to identify three actions for influence you can take today, inspired by this list, to become more influential — in the next 15 minutes. With the first two influence actions already completed, let's move on to the main list. As you scan, note down each one that you “could do”. Later, refine them to what you “will do”. Read More

Nine Stakeholders You Can’t Afford to Ignore

May 15, 2012 by Colin Gautrey

People tend to focus on stakeholders who are nearest, best known, or most liked, rather than the ones they should be engaging with. Remember, a stakeholder is someone who has a stake in your success, either positive or negative. Because of this, in Advocates & Enemies I ask people to become familiar with how power works in their organisation, so they can identify the right stakeholders. In addition, to stimulate the hunt for the right people, I also outline a range of groups where people can look for them — such as customers, suppliers, etc. It is the final two categories where the surprises and opportunities can come from. People who you never realised could help or hinder and may not be connected to your work at all. Such as... Read More

How to Learn about Influence

April 4, 2012 by Colin Gautrey

If you want to learn about influence, you could go on a course or get some coaching. Or, you could just do it yourself. All you need is a little structure, motivation and resourcefulness. By way of structure…

Pause: Stop a moment and think. Who/what is influencing you? Who/what influences others? How are you trying to influence? What do others do when they try to influence?
Plan: What seems to work and with whom? What doesn't work? Why? What could you do differently? What will you do? You might like to add a little reading and talking here too.
Play: Have a go at doing something different. Play safely and see what happens. Enjoy becoming more flexible in your influencing approach.

The Power of Three

March 13, 2012 by Colin Gautrey

One of the joys of being a practitioner of the practical is the delight of seeing a simple idea land in seconds and make a positive impact on behaviour. It happened again today while running a workshop for a group of highly experienced professionals who were exploring the subject of influence — and it came within the first 20 minutes and it will last well beyond this day in all of our minds. It is not new, nor a revelation — just a helpful device to tune your communication and increase your influence. It comes down to three simple points... Read More

Faulty Assumptions: Influencing Mistake No. 2

February 20, 2012 by Colin Gautrey

On my top ten list of common influencing mistakes, this is perhaps the most troublesome. Faulty assumptions, particularly about agendas, can easily land you in serious trouble. This mistake is highly likely to stop you achieving your goal — eventually. In the meantime, it can create havoc in your work, among your stakeholders and it will consume a great deal of time and energy. The similarities with tripping over in the street are remarkable. As you start to fall, you seem to know you are going to hit the deck. Rather than trying to lessen the impact, lots of arm swinging ensues as you try in vain to recover your balance. That the spectacle you create is amusing to others can also be another painful similarity! Yet it is easy to slip into this. As we go about our work we naturally focus on what is important to us. We consider the benefits, calculate Read More

Stretching Your Influence

January 8, 2012 by Colin Gautrey

Recently, I saw someone promoting that the secret of persuasion is to find people who want to go where you want them to go. To me, that sounds more like the secret of an easy (and boring) life. If someone already wants to do what you want them to do, little or no persuasion/influence is needed. Equally, you don’t need much skill or ability. Perhaps just mention a word or two to nudge them in the right direction.

Which got me thinking. In 2012, are you really stretching your influencing skills? Why bother with the “low hanging fruit” and the “quick wins”? Instead, look for those big influencing goals that will really make a difference when you succeed (BHAGs if you like).

One of the key stages in the Stakeholder Influence Process (outlined in Advocates and Enemies) is to get focus on what you want to influence. What’s missing from the book is looking beyond the here and now. The book is focused on what is in front of you right now. What it doesn’t do is really stretch your thinking to go way beyond what is currently realistic or believable. Yet, once you do that, the rest of the process is just as useful and practical and will help you move forward quickly towards your goal.

Now you need to consider what your BHAGs should be.

If you could influence it successfully, what would have a transformational effect on your work (and/or life)?
What do you want to happen which is currently viewed as impossible?
What do you need to influence to make your life today almost unrecognisable in 12 months?

Take your time. These things rarely appear immediately. Usually, they take a couple of days, and a few friendly conversations to emerge. But once you have those big goals identified, you can start to develop a strategy and identify your stakeholders. Then you can begin to make it happen. And if you don’t, watch out because someone else may get there first!

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