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Influencing Across Organizational Boundaries II


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Excerpts of presentation to the Western Michigan Chapter of PMI on 1-9-12

Published in: Business, Education
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Influencing Across Organizational Boundaries II

  1. 1. Influencing Across Organizational Boundaries Presented by: Jennifer V. Miller | 800.585.1247
  2. 2. Your challenge
  3. 3. You’re in a meeting and your company CEO tells you to “act like you’re the CEO.”
  4. 4. <ul><li>Problem is, you aren’t the CEO. </li></ul>
  5. 5. <ul><li>But you’re still expected to get it done– under budget, on time and with satisfied customers. </li></ul>
  6. 6. We don’t have the same levers of authority that the company CEO does. So we have to work our levers of influence differently.
  7. 7. According to the authors of the Silence Fails study, you can increase the probability of your project’s success by 50 – 70 % with the power of influence.
  8. 8. What is influence?
  9. 9. in·flu·ence - verb To shape; to give direction to
  10. 10. We can all use a bit more traffic on the high road . . .
  11. 11. Influence is about using the power of who you are to get things done in a positive way.
  12. 12. What makes someone influential?
  13. 13. Traits of Influential People The book “Influencer” identifies these 3 traits:
  14. 14. Competence Your competence is a given. It’s the “price of admission” for the job you do. 1
  15. 15. <ul><li>To be influential, it’s not enough to be really good at what you do. </li></ul><ul><li>You must also have. . . </li></ul>
  16. 16. Trustworthiness <ul><li>“ Trust is the lubrication that makes it possible for organizations to work.” </li></ul><ul><li>Warren G. Bennis </li></ul><ul><li>Author, leadership expert </li></ul>2
  17. 17. <ul><li>Are you trustworthy? </li></ul>
  18. 18. <ul><li>Bet you said “yes!”, right? </li></ul>
  19. 19. <ul><li>Consider this: </li></ul><ul><li>Did you know that it’s not enough to be honest and ethical to be deemed “trustworthy”? </li></ul><ul><li>There are other measuring sticks that people are using. </li></ul>
  20. 20. In ancient times people used a touchstone to gauge the quality of a piece of metal. Today, in much the same way, our colleagues use trust touchstones to determine the quality of our trustworthiness.
  21. 21. Examples of Trust Touchstones™ <ul><li>Ethical </li></ul><ul><li>Cultural </li></ul><ul><li>Educational </li></ul><ul><li>Interpersonal </li></ul>Do I measure up? ™“ Trust Touchstone” is based on the upcoming book The Touchstones of Leadership by Jennifer V. Miller
  22. 22. People use the touchstones to determine if you are: <ul><li>Congruent – words match the deeds </li></ul><ul><li>Open – willing to accept differences </li></ul><ul><li>Reliable – delivers on promises </li></ul><ul><li>Compassionate – caring about people </li></ul>
  23. 23. <ul><li>When you are both competent and trustworthy, you will be well-respected in your occupation. </li></ul><ul><li>But that’s still not enough to be truly influential. </li></ul>
  24. 24. <ul><li>To be really influential, you need a third trait. </li></ul><ul><li>You must be: </li></ul>
  25. 25. Plugged In <ul><li>Able to “T.O.T.” – Thinks Outside Themselves </li></ul><ul><li>Well-connected across the organization </li></ul><ul><li>Gracious to people who look up to them </li></ul><ul><li>Emotionally accessible and willing to really hear people </li></ul>3 People who are plugged in are:
  26. 26. <ul><li>Your influence can’t be conjured up. </li></ul>
  27. 27. <ul><li>It must be grown, little by little, like seeds planted and then nurtured. </li></ul>
  28. 28. What will you do today to grow your influence?