Tech Ed 2009 Creating Strategic Influence On Stake Holders

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Ranganathan SExecutive Coach & Corporate MentorSymIndia Training & Consultancy Pvt. Ltd.Email: [email protected]: +91‐98450 21702

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I am always ready to Learn… though,g ,I am NOT always

as readyto be Taught!!

Agenda

Why Influence—A Model

Strategic Influence—A Demo

Thought Patterns of an Influencer

Effective Influence—A Demo

Stake‐holder Profiles and Needs

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RealitiesTechnology has become just a TOOLManagement Bandwidth has become just a TOOLTOOLAcross levels, each one has to become a Solution-ProviderLack of Knowledge/Skills cannot be an Excuse anymore (thanks to W W W)

Global slow down and its impact…

S

ce

Politicians Stars

Poor Souls

Infl

uen

c

Scavengers

Competence

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Politicians Starsce PoliticiansSo What?

StarsE f f o r t !!

S P S l

Infl

uen

c

ScavengersShould I?

Poor SoulsContended?

Competence

Key Focus Area

“Strategic

Influencing”

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G dhiGandhi

Where to Focus?

OUR SIDE STAKE-HOLDER SIDE

Revenue (Top Line)

Minus

Costs (Middle Line)

Equals

Revenue (Top Line)

Minus

Costs (Middle Line)

Equalsq

Profits (Bottom Line)

Equals

Profits (Bottom Line)

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“Influencing”f gPurpose

Technical Competence

“Influencing”CourageCourage

Conviction

Facts/Logic

EmotionEmotion

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Thought Patterns

Have we Understood and

Analyzed our own

Thought Patterns

Initiative

I cannot do anything unless I am y g

told to …

I can do anything unless I am told y g

Not to …

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Aspiration

What is the best I can do with

what I have

What do I want to do and How do I

get what I Don’t have

Competition

People are my Competitors and I p y p

have to compete with them

People are my Collaborators and I p y

must compete with Myself

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Change

People have to Change, for me to p g ,

Change

I have to Change, for people to g , p p

Change

Larger Picture

I am Just a Piece in the Larger g

Scheme of things

I am a Critical Piece in the Larger g

Scheme of things

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Assumptions

NegativeAssumptions

PositiveAssumptions

Seeking Information

SeekingPermission /

Decision

SeekingInformation

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Proposal

Expressing A

Desire

MakingA

Proposal

Accountability

Popularity Creating Accountability

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Conflicts

Harmony ProductiveConflicts

LLagaan

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“Influencing”f gMultiple

Stake-holders

Gate Keeper

Analyst

Influencer

PROFILESCoach/Friend

Catalyst

End UserDecision Maker

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Parameters

Degree of Information Need

Degree of Information Sought

l / f lFormality/Informality in Interaction

Interaction Location

Interaction Mode

Frequency of Interaction

Intensity of Interaction

Focus of Interaction (transaction, person, goal, results…)

Data‐based/Emotion‐based Interaction

Inside/Outside System

Group‐mode / Individual‐mode

S

ce

Politicians Stars

Poor Souls

Infl

uen

c

Scavengers

Competence

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Summary

Why Influence—A Model

Strategic Influence—A Demo

Thought Patterns of an Influencer

Effective Influence—A Demo

Stake‐holder Profiles and Needs

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© 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS,

IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.