Influencing Internal Stakeholders

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Influencing Internal Stakeholders

• New England Growth
• Geri Blitzman
• geriblitzman_at_earthlink.net

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I N F L U E N C E

• Cultivate Ethos
• Think And Be Relationships
• Clarify Message And Strategy
• Context Matters Cultural/ Personal Fit

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Stepping Into Their Shoes

• Stories of influence

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Influence in fluere in to flow
An ethereal fluid held to flow from the stars and
to affect the actions of humans

• An inflow of some power spirit or force
• Emanating from the person himself- not persuasion
  and not authority

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Influence Matters

• Whose Support Do You Need To
• Get Things Done?
• New strategies
• Stories and best practices- whats worked

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Broaden Your Strategies

• 1. Cultivate Ethos
• 2. Think and Be Relationships

• 3. Clarify Message and Strategy
• 4. Fit with Context

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Cultivate Ethos

• Influence from the inside out
• Emanating from the person himself- not
  persuasion and not authority
• 1. Be proactive- a can do attitude
• 2. Keep ones word and commitments
• 3. Say yes and no responsibly
• 4. Believe that what you are doing is going to
  happen
• 5. Become and be your person best, describe and
  share your expertise

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1. Cultivate Ethos

• Build Emotional Bank Account
• Attending to little things
• Clarifying expectations
• Showing personal integrity- be loyal to those
  who are not present
• Apologizing sincerely when you make a withdrawal
• Loving without condition
• Covey, 7 Habits

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Who Has Great Influence?
Qualities and Personal Actions
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Top Influencer-

• Who do you know who exercises greatest
  influence?
• What qualities does that person embody?
• How does that person show up in relationships?

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Think and Be Relationships Understand

• Think first to understand, then to be understood
• What are the needs and wants of the listener?
• What is their listening for?
• Corporate responsibility is grounded in the
  business

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Think And Be Relationships- Get Bigger

• 2. Common goal or value-
• Conversation for possibilities
• 3. Widen your range of support
• Two degrees of separation

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Think and Be Relationships- Partner

• 4 Think win/ win view others as allies
• 5. Show up as a partner
• 6. Form a coalition, convert a supporter to a
  champion
• 7. Use a strategic stakeholder map who
  influences whom

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Think and Be Relationships- Request

• 8. Make clear requests
• 9. Be reciprocal balance and mutuality
• Allen Cohen- exchange
• 10. Ground your request as prior agreement for
  greater legitimacy

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Relationships Power and Context

• 11. Be persistent follow-thru
• 12. Personalize your style to fit the
  decision-making and motivation style of others
• 13. Honor resistance surface and include it
• 14. The stick with the carrot threat and
  consequences

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E x p a n d S t r a t e g i e s

• .

1. Cultivate Ethos 2. Think and Be
Relationships 3. Clarify Message and Strategy 4.
Fit with Context
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Best Practices Think And Be Relationships

• What strategies have you used?
• What might you add to relationship focus on
  planning page?

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Clarify Message And Map strategy

• Do they get it? Easy as 1, 2, 3 Monsanto
• Is the message clear?
• Bottom line on top?
• What action do you want the reader/ listener to
  take?
• How clear is your message and logic?
• Your best practices here

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Craft Strategy Message, Context, Culture

• Your plans
• Whom to greater influence
• Greater level of support needed

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Fit with Context What Does Mellon Do?

• How do things get done in this culture?
• What is valued? taboos?
• Who has power? What is rewarded?

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Fit With Context Styles

• Stage of company- Start-up- company, growing,
  mature
• Culture, CEO, senior management philosophy, role
  of Board, community, decision-making styles,
  level of participation, delegation
• Industry type

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Best Practices And Not So Best

• Examples Industry, stage,
• Best practices in your company or industry
• What doesnt work

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I N F L U E N C E

• Cultivate Ethos
• Think And Be Relationships
• Clarify Message And Strategy
• Context Matters Cultural/ Personal Fit
• What Will You Do Differently, More Of, Less Of?

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Influencing Internal Stakeholders

• Geri Blitzman, New England Growth
• geriblitzman_at_earthlink.net