Influence without authority annakh@ slideshare
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As a PM driving development efforts spanning several teams, most of which are beyond our direct control, one of the most frequent challenges I run into is how do I influence people without having authority over them and get things done on time. In this presentation deck, I explain a 3-step approach I developed for myself and can help you to be successful in your role.
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Influence without authority annakh@ slideshare
- 1. Anna K - Sr TPM, Alexa Smart Home @_khabibullina INFLUENCE WITHOUT AUTHORITY
- 2. 2 WHY?
- 3. Amazon Confidential3 WHY? As a PM driving development efforts spanning several teams, most of which are beyond our direct control, one of the most frequent challenges I run into is how do I influence people without having authority over them and get things done on time.
- 4. 4 PROPOSED APPROACH 1. MOTIVATE 2. NEGOTIATE 3. ESCALATE
- 5. 5 STEP #1 - MOTIVATE Gather and publish data (KPIs/Metrics) Speak common “LP” language Motivational factors: impact for the customer / business improved team’s performance / less TTs / tech debt
- 6. 6 The impact of XX problem (P90) is observed via: (1) low active usage (XX%, WBR WK 10, 2018) (2) low adoption rate (XX%, MBR 04, 2018) (3) low stars ratings on the camera skills across all 3Ps Documentation STEP #1 - MOTIVATE
- 7. 7 PROPOSED APPROACH 1. MOTIVATE 2. NEGOTIATE 3. ESCALATE
- 8. 8 TIME RESOURCES COST STEP #2 - NEGOTIATE
- 9. 9 Do your homework STEP #2 - NEGOTIATE Ask questions & listen Show the other person how their needs will be met
- 10. 10 PROPOSED APPROACH 1. MOTIVATE 2. NEGOTIATE 3. ESCALATE
- 11. STEP #3 - ESCALATE
- 12. 12 STEP #3 - ESCALATE When? “Recognize true misalignment issues early and escalate them immediately. Sometimes teams have different objectives and fundamentally different views. They are not aligned. No amount of discussion, no number of meetings will resolve that deep misalignment. Without escalation, the default dispute resolution mechanism for this scenario is exhaustion. Whoever has more stamina carries the decision.” - Jeff Bezos’ Shareholder Letter 2016, Amazon CEO
- 13. 13 Escalate together Prepare the doc for the escalation discussion executive summary (problem and impact) solution options and your recommendation Don't make escalations personal STEP #3 - ESCALATE How?
- 14. 14 RECAP ANECDOTE 1. MOTIVATE 2. NEGOTIATE 3. ESCALATE
- 15. 15 TIPS & TRICKS (OF EFFECTIVE INFLUENCERS)
- 16. TIP #1 - EARN TRUST 16
- 17. 17 Be known as someone who deliver results Pick your battles Be willing to roll up YOUR sleeves TIP #1 - EARN TRUST Network
- 18. TIP #2 - MAKE IT EASY TO SAY YES 18
- 19. 19 Explain the situation Provide clear request Followup TIP #2 - MAKE IT EASY TO SAY YES
- 20. TIP #3 - OUT OF SIGHT IS OUT OF MIND 20
- 21. 21 TAKEAWAYS
- 22. 22 TAKEAWAYS Develop influence Get results without authority
- 23. 23 LINKS PMI: an inquiry into the delicate art and science of influencing others 5 Important Traits that Persuasive People Possess Books: «Results without Authority» «Getting Things Done When You Are Not in Charge»
- 24. 24 QUESTIONS ?
Editor's Notes
- Today we will discuss the following approach: motivate, negotiate, escalate. Of course, it’s not a silver bullet, and I continue refining my skills as I grow as a professional. Same as you - so feel free to share your thoughts and your stories at the end. Depending on org / team, the distribution can be 60/30/10, 30/30/30 or other
- And so let’s imagine we motivated teams about whatever we are asking them to do. Next, we ae are likely to hear that they can’t accommodate the request because of reason X. Here is where negotiation starts - when someone says “No”.
- In my experience, negotiations tend to build around 3 key variables: time, cost, resources
- #1 What are their needs? What pressures do they feel? What options do they have? Doing your homework is vital to successful negotiation. #2 Esp if you didn’t do homework, follow the 70/30 Rule – listen 70 percent of the time, and talk only 30 percent of the time. Goal: See the situation from all angles. Will depend on your style as you deal with different personalities. #3 No one likes change so try to help the other team understand how they will achieve their goal: could be to address tech debt, deliver a wow feature, etc. - will be easier to close negotiation.
- Escalation is a process of calling upon leadership to resolve an issue.
- 19 min #1 The right way to escalate is to align with stakeholders that help is required from the leadership to deliver the right thing for the Customer / Company. Ensure that everyone in your reporting chain is aware that you are going to escalate issues in another team/org to make sure that you will get support from your leaders/managers if required. #2 Prepare the doc for the escalation discussion #3 Don't make escalations personal -- remember its about doing the right thing for the customer
- First and foremost, earn trust. Be aware of how you present yourself, how you are perceived and how you communicate with others.
- It takes a lot of work to be a good manager but it’s worth it. Continue investing your time and energy in developing yourself and your influence. That’s why TPMs become good people managers: we tend to motivate / negotiate rather then enforce or dictate decisions. And guess what, people tend to stick to good managers.
- It takes work but you can become more successful but those who arrived today know that it’s important to invest in their knowledge.