Been around analysis for 10 yearsA belief the key people for a programme’s success are the analysts
Sometimes misunderstood as sales or bullyingKey to sucess
Analysis isn't about being right, all the timeIt’s about getting the right outputs for the business
We default to a style, often “nice”
Use with TS / Detail peopleNot a sale as logic based, no emotionWords like – It makes sense, we can justify it, the data shows
Can be very powerfulCan be very dangerousUse when required and results matterUse, I want you to, We need, We are running out of time
Can lead to slow decision makingWe can end up making friends as opposed to requirementsWords like Good idea, we agree and yes lets do that together
Very powerful, but destructiveCan damage trust or close down a red herring very quicklyWords like Lets look at that later, can I give you some feedback, we’ve run out of time
We need to use and watch for different types of influencing – They are all used and should be usedHonesty – don't lieIntegrity – Do you have some?Licence to operate – show that you have nothing but the wider business’s needs at heart and deliverVision – Show you understand how it fits together
I tried being nice
Influencing Skills for the Business Analyst
Who?•Matt Andrews•ProgrammeManager at RBS•But once a BAalways a BA
What is Influencing?1 [mass noun] the capacityto have an effect on thecharacter, development, orbehaviour of someone orsomething, or the effectitself:(OED -2012)OrTo guide towards theanswer we think is best?
Why is it important for BAs?So.... Nope.... To get the right solution? Because we need to free To drive down costs? people from their pre- To save time? conceptions and fixed ideas and focus on the end result – Because we are right? the Business Needs Because the business dont understand? Because we are really right?
How? – A few ways... Not always bybeing nice though!
Asserting•Stating expectations /Evaluating and usingIncentives / Pressures•Needs / demands /Standards•Judgments•Criticism•Controlling outputsUse phrases like..•This must be done thatway because of X policy•That’s not a good idea atall because of..•We need to make adecision today
Bridging•Encouraging participation•Listening more thantalking and paraphrasingwhat’s been said•Disclosing mistakes andshowing vulnerabilityUse phrases like..•So what’s your thoughts?•Hmm okay, so just tocheck what you’ve beensaying is...•I’m not sure about the bestway ahead here, it’s quitecomplex..
Attracting•Finding common ground•Sharing Visions•Being optimisticUse phrases like..•We agree..•Hmm, yes absolutely•We are all singing fromthe same song sheet..•There are real synergieshere..•This will be great..•That’s such a good idea!•This is such a cleversolution
Disengaging•Postponing something•Standing back andobserving / Givingfeedback•Changing the subject•Taking a breakUse phrases like..•Lets look at that later•You could have handledthat better..•This is just that same as X..And it went wrong•I need to make a call...
In Summary We need to use all types of influencing But none of the approaches will work withoutHonestyIntegrityHaving a licence to OperateVision