Influence and Impact: Designing What Works – increase your ability to contribute to your organization with more influence and impact, focusing on five key leadership roles (learner, relationship–builder, visionary, coach, and globalist) and learning two skills that move people (attunement and reframing).

1. Influence & Impact:
Designing What Works
OWL
April 18, 2013
©2013 Copyright Mariposa Leadership, Inc. All Rights Reserved.
Sue Bethanis, CEO
Mariposa Leadership, Inc.
Twitter: @suebethanis
sueb@mariposaleadership.com
©2013 Inc. All Rights Reserved.
©2013 Copyright Mariposa Leadership, Mariposa Leadership, Inc.

2. Influencing is the single most talked about
topic in our coaching conversations!
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3. Topics for Today
• Five roles of a leader: Your success is contingent on your ability
to influence
• Discuss mindset of curiosity and being T-shaped
• Discuss two skills to put into action:
Attunement
Re-framing
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4. Leadership Roles
As the leader of your team, you play various roles:
Learner
Relationship Builder
Visionary/Designer
Coach
Globalist
Influencing skills cut across all of these roles!
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5. Baseline & Brainstorm
• Interview the person sitting next to you. Ask her:
What do you do to influence others with impact?
• To yourself: Brainstorm more ideas here
• What is the best idea, one you want to share and put into
action?
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6. Your ability to influence is only as good as
your ability to be “influence-able”
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7. “Influence-able” Quotient
Influencing others: How do you rate yourself?
(put an x)
Low
High
“Influence-able”: Your willingness to be influenced
(put a *)
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8. T-shaped Heightens “Influence-ability”
•
•
•
•
T-shaped leaders are interdisciplinary
They have an optimal balance of vertical and horizontal skills
Vertical axis is one’s business expertise
Horizontal axis signifies other important skills/abilities for
business that you may possess and/or are highly empathetic to
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9. T-Shaped Leader
Horizontal: What other skills/abilities/experiences are also
important to be a good leader in your job?
Vertical:
What is your
specific
business
expertise?
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10. Skill of Attunement
• Attunement is Rapport and Perspective-Taking
– Rapport: Being in sync with others: tuning into people’s
body language, words, pace
– Perspective-Taking is truly standing in another’s shoes,
understanding their frames through inquiry
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11. We cannot practice re-framing unless we
understand another’s frame first.
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12. Skill of Re-framing
• Ultimately, influencing is about moving people to a new point of
view, new action…..a different frame!
• Re-framing provides a way to move from where someone is to a
different place.
©2013 Copyright Mariposa Leadership, Inc. All Rights Reserved.

13. Getting People’s Attention
•
Curiosity
• Utility
• Clarity
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14. Implement
• Case Studies for Discussion
• What actions will you take as a result of today’s discussions?
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15. Bibliography
• Bethanis, Susan J. (2004). Leadership Chronicles of a Corporate
Sage. Chicago: Dearborn Trade Publishing.
• Brown, Tim. “On Being T-shaped,” Core 77 Design & Resource,
Sept. 2009.
• Cialdini, Robert. (2001). “Harnessing the Science of
Persuasion,” HBR.
• Pink, Daniel. (2012). To Sell is Human. NY: Penguin Books.
©2013 Copyright Mariposa Leadership, Inc. All Rights Reserved.

16. Info
Learn more:
www.mariposaleadership.com
Follow:
@suebethanis
Connect:
sueb@mariposaleadership.com
©2013 Copyright Mariposa Leadership, Inc. All Rights Reserved.