The document discusses the knowing-doing gap and the five conditions of influence needed to close it: capability, value, value realization, cost, and risk. It also outlines the different types of personal power bases one can draw from, including coercive, reward, legitimate, information, expert, and referent powers based on one's position, resources, skills, networks, and personality.

1. PEOPLE AND CHANGE SESSION 2 CLIVE ALDERSON Curriculum Delivery Programme Meeting 12 th May 2009

2. THE KNOWING-DOING GAP

4. THE 5 CONDITIONS OF INFLUENCE Capability + Value + Value Realisation Cost + Risk

5. YOUR PERSONAL POWER BASE Coercive 'The Stick' - what sanctions can you threaten and impose for non compliance? Reward 'The Carrot' - what rewards (monetary or otherwise) can you promise and deliver? Legitimate What is your position and level of authority in the hierarchy? Information What facts and data sets are at your disposal? Expert What expertise, skills and knowledge do you possess? Referent What social networks do you belong to? To what extent do your charm, charisma and personality impress?