1March 8, 2007

Managing Through Influence – Yours and Theirs

March 8, 2007

Marie E. Nelson

Vice President, Texas Operations

Xerox Corporation

2March 8, 2007

Managing Through Influence – Yours and Theirs

AGENDA

Welcome / Background

Leaders vs. Managers – Is there a difference?

Levels of Influence

Getting the most from Others

Q & A

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Managing Through Influence – Yours and Theirs

4March 8, 2007

Managing Through Influence – Yours and Theirs

Leaders vs. Managers. . . .

. . . Is there a difference?

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Managing Through Influence – Yours and Theirs

Managers

Starting point is today

Focused on the task at hand

Leaders

Starting point is the future

Focused on where they are headed

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Managing Through Influence – Yours and Theirs

“He who thinketh he leadeth and hath no one

following him is only taking a walk”

“Leadership is Influence”

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1. Position1. Position

Managing Through Influence – Yours and Theirs

5 Levels of Influence

Rights – People follow because they have to

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1. Position1. Position

Managing Through Influence – Yours and Theirs

2. Permission2. Permission

Relationships – People follow because they want to

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1. Position1. Position

3. Production3. Production

Managing Through Influence – Yours and Theirs

2. Permission2. PermissionResults – People follow because of what you have done for the organization

10March 8, 2007

1. Position1. Position

3. Production3. Production

Managing Through Influence – Yours and Theirs

4. People Development4. People Development

2. Permission2. Permission

Reproduction – People follow because of what you have done for them

11March 8, 2007

1. Position1. Position

3. Production3. Production

5. Personhood / Respect5. Personhood / Respect

Managing Through Influence – Yours and Theirs

4. People Development4. People Development

2. Permission2. Permission

Respect – People follow because of who you are andwhat you represent

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Managing Through Influence – Yours and Theirs

Getting the Most From Others

It’s All About the Attitude

Have a Passion, Energy & Enthusiasm

Good Communication Skills/Listening to your people

People are Boss Watchers

Trust – Handle It with Care

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Managing Through Influence – Yours and Theirs

Q & A

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Managing Through Influence – Yours and Theirs

My Influence

My life shall touch a dozen lives

Before the day is done.

Leave countless marks of good or ill,

E’er sets the evening sun.

This, the wish I always wish,

The prayer I always pray;

Lord, may my life help others lives

It touches by the way.

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Managing Through Influence – Yours and Theirs

THANK YOU