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Influence without authority (How to make it easy to say YES (Establish…
Influence without authority
Influencing Basics
:!: :checkered_flag:
1.Create an influence Map
List all stakeholders
Are they internal, external and horizontal or vertical
Get input from manager and list them all down
3.See it their way
What is in it for them.
What is their team goal? What are the stakes
What is the person's assumptions, perceptions about me and my decisions.
Assess the relationship
Communication style
Mutual Trust
Trust on mutual competency
5.Identify critical gaps and act
Constantly iterate this framework
Draw a map
Who ? what is their Role
How they will cooperate or block you (+,-,0)
Ask them who else should i talk to
6.Know your ISI - Influencing Style indicator
Influencing Tactics
1. Plan Ahead
What you need to deliver
Who to work with
Invest in their relationships
2.Truly Understand their Needs
3.Do the Extra Work
Deep Dive
Be in their reviews
Learn and be curious
Understand the goals on their teams.
4.Build a strong Case
The customer problem
How your product solves for the customer pain
Impact to other businesses
What you need from the partners
5.Collaborate
Make their problem your problem
Pre-engagement
Iteration and Exposure - Socialize
and make sure all the stakeholders see it.
6.Communicate
Set dates and gates (MOM and action Items)
Be a good partner - Individual guidelines and expectations
Influence in person
Memorize the elevator pitch
What are the big decisions
Anticipate questions and prepare for answers
Emotional appeal - Be passionate
Influencing up the chain
Know you manager's priorities
Communicate proactively
Clarify expectations
Share bad news early
Ask for help when needed
Tips to influence Remote Peers
Constantly communicate the WHY
Use video whenever possible
Be considerate of the culture
Tips to handle difficult conversations
Tips to handle No
Anticipate pushbacks and be prepared
Be flexible and dont shut down the conversation
Be collaborative - Not either/or
Bring it back to the customer
Do not feed resistance - Depersonalize the issue
When to escalate
Shared escalation
Situation - Complexity - Questions - Recommended answers
How to make it easy to say YES
Establish Rapport
Listen and acknowledge their needs first
Recognize your influencing style and act accordingly
Collaborate on solutoins.
Be an organized requestor
Gain creditbility
Work backwards from customer
Make clear requests through requirements
Take action, follow up and follow through
Be authentic and genuine