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Enhanced Performance. Enduring Results.
Three Steps to Influencing When You Don’t Have the Authority
1
Elizabeth Larson, PMP, CBAP, CSMCEO and Co-PrincipalWatermark Learning
Connect on LinkedIn.com
Twitter.com/@e_larson
Connect on LinkedIn.com
Twitter.com/@e_larson
Enhanced Performance. Enduring Results. ©
1. Describe why it is vital for project professionals to be able to influence stakeholders
2. Discuss what it really means to influence without authority
3. Describe the three essential ingredients necessary to successfully influence without authority
Enhanced Performance. Enduring Results. ©
I have more influence now than when I had the power.Gough Whitlam served as the 21st Prime Minister of Australia
The key to successful leadership today is influence, not authority. Ken Blanchard, management authority
Read more at http://www.brainyquote.com/quotes/quotes/n/nelsonmand178789.html#MbrGx4i8fvCIzEEY.99
Example is not the main thing in influencing others; it is the only thing.Albert Schweitzer, theologian and medical missionary
Enhanced Performance. Enduring Results. ©
BAs as change agentsWhy we need to influenceTwo pitfalls
Solution
Enhanced Performance. Enduring Results. ©
Organizational hierarchy/cultureFear of failure/lack of confidence/failed past attemptsTakes too much timeIncompatible goals (influencer, influencee, organization)
Enhanced Performance. Enduring Results. ©
Terms, Terms, Terms
PersuadeTo use communication to deliberately change a person’s thoughts, actions, and/or feelings.
From the Latin “to urge”
The power of persons or things to be a compelling force on or produce effects on the thoughts, actions, and/or feelings of others.
From the Latin “to flow in”
Influence
ManipulateTo influence skillfully, especially in an unfair manner. To manipulate people’s feelings.
From the Latin “handful”• Definitions adapted from www.dictionary.com and • www.Influence-persuasion.blogspot.com
Enhanced Performance. Enduring Results. ©
Rational PersuasionInspirational AppealConsultation (Watermark’s trusted advisor)Personal AppealForming a Coalition
Five Influence Tactics
• Yukl, Gary and J. Bruce Tracey, “Consequences of Influence Tactics Used with Subordinates, Peers, and the Boss,” Journal of applied Psychology, Vol. 77, no. 4 pp. 525-535, as seen in the book by Cohen & Branford.
• Cohen, Alan R. and David L. Bradford, Influence Without Authority, John Wiley & Sons, 2005, ISBN 0-471-46330-2
Which is your preferred tactic?
Enhanced Performance. Enduring Results. ©
Power and Authority
Authority...is the rightA person or body of personsin whom the right to control, command, or determine is “authorized” or vested.From the Latin “authority/power/one in charge”
• A person, group, or nation having great influence or control over others.
• Ability to impose one’s will (PMBOK, 10.1.2.1)
Power...is the might
From the Latin “to be able to”
Enhanced Performance. Enduring Results. ©
Forms of Power
CoerciveReferent
Legitimate(Authority)
Reward
Enhanced Performance. Enduring Results. ©
. http://www.businessdictionary.com/definition/personal-power.html
Expert PowerAbility to influence based on expertise, knowledge, and past experience
Lord of the Rings
Personal PowerInfluence over others, the source of which resides in the person instead of being vested by the position he or she holds
King’s Speech
Enhanced Performance. Enduring Results. ©
PersonalPower
ExpertPower
PersonalPower
= Influence Without Authority
Enhanced Performance. Enduring Results. ©
Trust is the glue of life. It's the most essential ingredient in effective communication. It's the foundational principle that holds all relationships.Stephen Covey, author of 7 Habits of Highly Effective People
Trust dies but mistrust blossoms. Sophocles, Greek playwright, 497/6
A Few of My Favorite Trust Quotes
Clemson University Quotes: http://www.academicintegrity.org/fundamental_values_project/quotes_on_trust.phpBrainyquotes: http://www.brainyquote.com/quotes/keywords/trust_5.html#ixzz1mNaAbOUS
. . .it is prudent never to trust wholly those who have deceived us even once. Rene Descartes, 1596-1650
Enhanced Performance. Enduring Results. ©
Credibility
Character
Integrity Intent
Competence
Capabilities Results
Stephen M.R. Covey, The Speed of Trust, Free Press, 2008, ISBN 13-987-0-7432-9730
Enhanced Performance. Enduring Results. ©
Principle
Get together in small groupsDiscuss a few ways you build trust with your stakeholdersAs a group, choose your favorite two to present to the whole group
Enhanced Performance. Enduring Results. ©
In addition to the opposite of building trust:Leading with an autocratic styleMicromanagingCovering up mistakesGossipingWithholding informationSharing confidential informationAbdicating then criticizing Communicating hierarchically or to select groupsStalling Creating competitionPersonal agendas Belonging to a coalition that does not have the organization’s best interest at heart“It’s easier to ask for forgiveness…”
Enhanced Performance. Enduring Results. ©
Fortune favors the prepared mind. Louis Pasteur
A Few of My Favorite Preparation Quotes
If the people knew how hard I had to work to gain my mastery, it wouldn't seem wonderful at all. Michelangelo
Success depends upon previous preparation, and without such preparation there is sure to be failure. Confucius
Enhanced Performance. Enduring Results. ©
BA as Trusted Advisor
Follow the Influencing FormulaAsk questions during analysisAnticipate questionsAre thoroughRecommend
Not decision-makers. Trusted advisors:
Enhanced Performance. Enduring Results. ©
ituation
Analysis
ecommend-ation
mplement-ation
E
Business Leaders and
Sponsors
Evaluation
“Approval”
Decision
S
R
I
Business Leaders and
Sponsors
Don’t be sorry-- Use SARIE
Facilitate
To-Be •Solution•Gap analysis•Business case• Implementation and evaluation plan
Limitations
•Supporting statistics
•Root cause analysis
As-Is
Business Problem orOpportunity
S.A.R.I.E.
Enhanced Performance. Enduring Results. ©
Be the change you wish to see in the world. Mahatma Gandhi
A Few of My Favorite Courage Quotes
To know what is right and not do it is the worst cowardice. Confucius
I learned that courage was not the absence of fear, but the triumph over it. The brave man is not he who does not feel afraid, but he who conquers that fear. Nelson Mandela
©
Focus on ME. . .what if I fail?!
Focus on THEM. . . they won’t let me!
WIIFMWIIFO
Enhanced Performance. Enduring Results. ©
Courage by itself…Courage by itself…
Courage without prep = Foolish
Courage without trust = Foolhardy
Enhanced Performance. Enduring Results. ©
Influencing Summary
Five tips for influencing others:1. 4 cores of credibility2. Treat them as partners--collaborate3. Understand their world and timing4. Be clear about your objectives, your
motivation, and how your idea helps the organization
5. The Influencing Formula Authority
Enhanced Performance. Enduring Results. ©
1. Describe why it is vital for project professionals to be able to influence stakeholders
2. Discuss what it really means to influence without authority
3. Describe the three essential ingredients necessary to successfully influence without authority
Enhanced Performance. Enduring Results. ©
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Enhanced Performance. Enduring Results. ©
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