The document outlines a structured approach to influencing and presenting effectively, emphasizing six units focused on various aspects such as do's and don'ts, building relationships, and effective use of PowerPoints. It introduces an influencing capabilities framework that categorizes different influencing styles: the inquisitive investigator, the clear calculator, the mindful motivator, and the collegial collaborator, each with unique strategies. Additionally, it provides tools and techniques for better presentations, collaboration, and motivation to ensure influence aligns with business objectives.

1. Dr Tim Baker
tim@winnersatwork.com.au
www.winnersatwork.com.au

2. Unit 1—Presenting &
Facilitating: Do’s & Don'ts
Unit 2—Influencing to Get
Buy-in
Unit 3—Building
Relationships & Engaging
Online
Unit 4—PowerPoints: Do’s &
Don’ts
Unit 5—Presentations
Unit 6—Presentations

3. Influence
Influencing
Capabilities
Framework
Four influencing
Strategies
Presentations &
Influence

5. The power to make
other people agree with
your opinions or get
them to do what you
want willingly and
ethically.

6. We are all in the business of influence …

7. Your preferred style & approach
The other person(s) style & approach
The context

8. Baker, T. (2015) The New Influencing Toolkit
Influencing Capabilities
Framework

9. 16 Influencing Capabilities

10. The Inquisitive Investigator
• Investigators like to marshal their facts & figures
& assertively advance their argument. They use
logic to persuade & tend to be methodical &
structured in their approach.
• Al Gore

11. The Inquisitive Investigator
Police, scientists &
researchers
Use a clear structure &
appropriate evidence
Explain the sizzle, then the
sausage, and then the
sizzle

12. The Clear Calculator
• Calculators like to promote the
positives of a proposal & highlight the
weaknesses in the current position.
People know where they stand with
calculators. They use logic to advance
their cause. Generally calculators are
good debaters.
• Margaret Thatcher

13. The Clear Calculator
Sales people, financial
advisors, animal trainers,
teachers.
Clearly explain the
advantages & disadvantages
Participants need to be
clear about the benefits &
disadvantages

14. The Mindful Motivator
• Motivators use emotion
to influence. They are
big picture thinkers that
link a cause with a
compelling vision of the
future. Motivators often
have a way with words
& can define a simple
and convincing vision.
• Martin Luther-King

15. The Mindful Motivator
• Entrepreneurs, advertising executives, PR agents,
artistic directors.
• How does the solution assist the business?
• If people aren’t clear about the solution & how it
links to business objectives, then it will not be
effective.

16. The Collegial Collaborator
• Collaborators also influence using emotion. But
they persuade people by involving them in the
decision. Collaborators are great team builders.
They engage people's hearts & minds.
• Mother Teresa

17. The Collegial Collaborator
• Conductor of an orchestra, funeral directors,
choreographers.
• Have I engaged participants in the presentation?
• Needs to be two way. Ask open-ended questions.

19. Investigation Tools
Using third party endorsements
Structured presentation
Evidence to support claims
Process mapping

20. Calculation Tools
Force-field analysis
Cost-benefit analysis
After action reviews

21. Motivation Tools
How does the solution benefit the
business?
What are the strategic drivers of the
business?
How does it address issues such as
convenience, time, profit, ease of use.

22. Collaboration
Tools
Begin with the end in mind
Pause and allow questions
Paraphrasing & active listening

23. Your homework
Plan your next presentation around these four influencing strategies.

24. Unit 1—Presenting &
Facilitating: Do’s & Don'ts
Unit 2—Influencing to Get
Buy-in
Unit 3—Building
Relationships & Engaging
Online
Unit 4—PowerPoints: Do’s &
Don’ts
Unit 5—Presentations
Unit 6—Presentations