BECOMING A PERSON OF INFLUENCE Jo Miller, CEO, Women’s Leadership Coaching, Inc.

Copyright 2009, Women’s Leadership Coaching Inc.

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BECOMING A PERSON OF INFLUENCE

Jo Miller, CEO, Women’s Leadership Coaching, Inc.


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Jo Miller, CEOWomen’s Leadership Coaching Inc.

12 years providing leadership coaching and seminars. Coach to thousands of women worldwide. Clients include women’s networks at Apple, Bank of America, Boeing, eBay, Google, KPMG, Intel, Oracle, Siemens, UBS, & numerous others.Silicon Valley’s “Women of Influence”, 2008.


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THE EMERGING LEADER’S QUANDARY:

You can’t get a higher level job without leadership experience…

But you can’t get the experience without the job.


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“I feel like I am the best-kept secret in my organization”


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INFLUENCING


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“In my company, influencing skills are the single most important success

factor after knowing your job.”

- JoAnna Sohovich, President of Security and Communication, Americas Region,

Honeywell


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Are influence and power good, or bad?


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Try to Influence a Situation

Become a Person of Influence


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The Fundamental Truth about Influencing…


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DOG PSYCHOLOGY CENTER


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The Fundamental Truth about Influencing:

Our behavior teachespeople how to treat us.


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“You can influence others in every conversation you have.

In a subtle way, we convey our confidence and professionalism in every interaction that we have with co-workers, customers, superiors and subordinates.”

- Laurie Oare, Senior Vice President, General Manager, U.S. Foodservice


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A Role Model of Influence


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6 Sources of Influence

6. Positional


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Positional Influence:

The influence inherent in your job title and role.


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Ways to build positional influence

You are in an important job – people need to know!Seize all opportunities to educate others about your role, and how you can helpCreate your 30-second commercial.


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30-second commercial

1.Name

2.Job title

3. I am responsible for… a, b, c

4.Come directly to me when you need… x, y, z


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“There is a myth that the higher you go in the organization and the more positional authority you gain, that you just have to

say “do it” and people get it done.

I hate to bust your bubble.”

-Dr. Cecilia Kimberlin, VP QA, Regulatory Affairs and Compliance, Abbott


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“I’ve never seen a situation in which the person with the title was the only one

who had influence.”

- Claire Babineaux-Fontenot, Chief Tax Officer, Walmart


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6. Positional5. Expertise


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Expertise Influence

The influence that comes from your background, qualifications, experience and expertise.


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Ways to strengthen expertise influence

Early careerDon’t wait for an invitation to speak up regarding your areas of responsibility & expertiseMake your accomplishments visible

Mid-levelVolunteer for high-profile assignmentsLead committees and task forces

Senior-levelBuild your “brand” as an industry thought leaderSpeak on panels, at conferences, & in the media


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6. Positional5. Expertise 4. Resources


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Resources Influence:

Having access to the resources you need, to do your job well.


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Ways to increase resources influence:

Early careerBecome a strong negotiatorMaster “matrixed management” & “managing up”

Mid-levelSuggest special projects as developmental

opportunities for othersUnderstand how finances and budgets work in

your organization

Senior-levelBe a mentor, sponsor, and “talent scout”Develop a deep understanding of your P/L and

capital markets.


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6. Positional5. Expertise 4. Resources


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6. Positional 3. Informational5. Expertise 4. Resources


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Informational Influence:

Having a ‘finger on the pulse’ of what is going on in your organization, profession, and industry.


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Being an informational influencer:

Strive to keep up to date on what’s going on in your business and in the market

Look out for information about new projects, opportunities, re-orgs, personnel changes, resource allocations, budgets, innovations, legislation, etc

Network with other ‘informational influencers’Filter useful information from gossip or “noise”.


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6. Positional 3. Informational5. Expertise 4. Resources


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6. Positional3. Informational5. Expertise 2. Direct4. Resources


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Direct Influence:

Being firm, professional and direct when someone’s behavior is detrimental to the team or the organization.

(The 1% rule)


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Effective use of direct influence:

Be firm, fair and professionalBe direct and concise while delivering

tough newsExplain what was unacceptable and whyFocus on a positive vision for the future.


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6. Positional3. Informational5. Expertise 2. Direct4. Resources


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6. Positional3. Informational5. Expertise 2. Direct4. Resources 1. Relationships


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Relationships Influence

The influence that comes naturally with having a network of authentic relationships across your organization, profession, and industry.


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“It’s not enough to have a bright idea.

I have seen too many projects led by great, passionate people fail because

they tried to be the lone influencer. You have to get the right people in the boat with you. You have to engage the entire

human fabric” - Sophie Vandebroek, CTO, Xerox


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The most important asset you will build in your career:

Your Network

AKA Your “Sphere of Influence”


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6. Positional3. Informational5. Expertise 2. Direct4. Resources 1. Relationships


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DISCUSSION

Which sources of influence are most commonly used, in your organization?


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SELF-EVALUATION

1.What are your strong sources of influence?

2.Which do you want to strengthen?

How?


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This presentation is available at:

www.womensleadershipcoaching.com/filc.htm


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“… a really great piece of advice I learned early on in my career and I’ve used continuously:

never let an organization’s structure get in the way of achieving results.

I’ve found that one needs to operate inside and outside of the structure, with a positive

attitude, always moving forward, filling in the gaps where needed”.

- Vivian Banta, Vice Chairman, Insurance, Prudential Financial.

BECOMING A PERSON OF INFLUENCE Jo Miller, CEO, Women’s Leadership Coaching, Inc.

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