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How to Master Influencing Without Authority

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Sachin Rekhi gave the talk about "How to Master Influencing Without Authority" at Lean Product Meetup on June 24, 2021.

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How to Master Influencing Without Authority

  1. 1. How to Master Influencing Without Authority Sachin Rekhi @sachinrekhi sachinrekhi.com Founder & CEO, Notejoy
  2. 2. After 15 years of product management I realized...
  3. 3. Substance 60% Style 40% Great product management is...
  4. 4. Substance 60% Great product management is... ● customer discovery ● prioritizing a roadmap ● deriving insights from data
  5. 5. Style 40% Great product management is... ● communication style ● executive management ● influence w/o authority
  6. 6. What it feels like when you can’t influence without authority... All my great ideas and hard work aren’t appreciated Too many cooks in the kitchen are hindering my process instead of improving it We have a consensus-driven organization and getting decisions made is slow
  7. 7. How do you actually improve your influence?
  8. 8. By learning the art of... making a compelling argument
  9. 9. f ● Substance ● Style ● Audience
  10. 10. f ● Substance ● Style ● Audience
  11. 11. f ● Substance ● Style ● Audience
  12. 12. Product Manager Software Engineer Designer Tester Product Marketer UX Researcher Sales Support CEO VP Product Legal Core Product Team
  13. 13. Product Manager Software Engineer Designer Tester Product Marketer UX Researcher Sales Support Legal Product Peers Product Manager VP Product CEO
  14. 14. Product Manager Software Engineer Designer Tester Product Marketer UX Researcher Sales Support CEO VP Product Legal Shared Resources
  15. 15. Product Manager Software Engineer Designer Tester Product Marketer UX Researcher Sales Support CEO VP Product Legal Executive Stakeholders
  16. 16. f ● Substance ● Style ● Audience
  17. 17. FRAMING Present a particular perspective to steer the audience to a desired conclusion SOCIAL PROOF Leverage the shared opinion of others to convince key stakeholders GOAL SEEK Redefine your initiative in terms of a decision maker’s own goals The elements of style of a compelling argument INCEPTION Make another believe the idea was her own CITATION Share data, A/B test results, voice of customer to support your argument NARRATION Recast your argument as an engaging story
  18. 18. FRAMING
  19. 19. FRAMING
  20. 20. SOCIAL PROOF
  21. 21. GOAL SEEK
  22. 22. INCEPTION
  23. 23. CITATION
  24. 24. NARRATION
  25. 25. FRAMING Present a particular perspective to steer the audience to a desired conclusion SOCIAL PROOF Leverage the shared opinion of others to convince key stakeholders GOAL SEEK Redefine your initiative in terms of a decision maker’s own goals The elements of style of a compelling argument INCEPTION Make another believe the idea was her own CITATION Share data, A/B test results, voice of customer to support your argument NARRATION Recast your argument as an engaging story
  26. 26. By learning the art of... engaging in product debates
  27. 27. The best product debates... Help refine our solution Make us better as product managers Are intellectually stimulating
  28. 28. But how come they rarely feel like that?
  29. 29. First, seek to understand Find the fundamental difference Choose your words wisely
  30. 30. While we know that we disagree on a product direction or a product trade-off, what’s the fundamental difference? Are we optimizing for differing goals? Are we focused on solving for different target audiences? Do our perspectives differ on a fundamental assumption?
  31. 31. Psychological safety a sense of confidence that the team will not embarrass, reject, or punish someone for speaking up
  32. 32. I'm not so sure. My perspective is I see where you are coming from if our goal was X, but I think that goal Y is the more pressing one I think a key assumption you are making is X, but I think that's actually not the case What I've been hearing is actually quite different from that I disagree You are wrong You don't understand You're missing the point I'm the expert here
  33. 33. Substance 60% Style 40% Great product management is...
  34. 34. f ● Substance ● Style ● Audience
  35. 35. FRAMING Present a particular perspective to steer the audience to a desired conclusion SOCIAL PROOF Leverage the shared opinion of others to convince key stakeholders GOAL SEEK Redefine your initiative in terms of a decision maker’s own goals The elements of style of a compelling argument INCEPTION Make another believe the idea was her own CITATION Share data, A/B test results, voice of customer to support your argument NARRATION Recast your argument as an engaging story
  36. 36. First, seek to understand Find the fundamental difference Choose your words wisely
  37. 37. Want to learn more? 150+ product essays, videos, podcasts at sachinrekhi.com

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