Build your power base
Build your power base
Here is an effective framework for learning -- or if you are a coach, developing in your clients -- the art of power and influence:
First, start with one-on-one influence. Most executives don’t understand the need to vary their influence style and strategy depending on the situation and their goal (In fact, many executives don’t even set an explicit goal before going into an influence situation). The coach can help executives choose the right style for the right situation. Does the client want to convince, get compliance, get commitment, or generate alignment? There are different styles that work in each situation.
As part of this training, executive coaches can develop an entire practice around working with clients to rehearse high-stakes conversations and make them more effective prior to a key meeting.
Next, shift to how to coach executives to get an idea accepted throughout an organization. You can’t influence “them.” Influence happens one person at a time. Coaches can help executives see the political playing field and figure out how to get enough people on board to make an idea happen.
Finally, executives should focus on building their power base — up, down, across, and outside the organization. Formal authority is very limited, especially these days. Coaches need to help clients build strong business relationships and alliances. That way, they can get things done more rapidly in their own organizations, and also assure career success if and when they choose (or get asked) to leave.
During this entire process, coaches should look at their own influence styles and, most importantly, power base. That way, they “do the work” too, and also build a stronger network to develop new clients.
Build your power base - To learn more about this author, visit Andrew Neitlich's Website.
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A major area of study for any executive should be power and influence - and any coach worth his or her certification should be able to help executives grow their power base and be more influential.
Here is an effective framework for learning -- or if you are a coach, developing in your clients -- the art of power and influence:
First, start with one-on-one influence. Most executives don’t understand the need to vary their influence style and strategy depending on the situation and their goal (In fact, many executives don’t even set an explicit goal before going into an influence situation). The coach can help executives choose the right style for the right situation. Does the client want to convince, get compliance, get commitment, or generate alignment? There are different styles that work in each situation.
As part of this training, executive coaches can develop an entire practice around working with clients to rehearse high-stakes conversations and make them more effective prior to a key meeting.
Next, shift to how to coach executives to get an idea accepted throughout an organization. You can’t influence “them.” Influence happens one person at a time. Coaches can help executives see the political playing field and figure out how to get enough people on board to make an idea happen.
Finally, executives should focus on building their power base — up, down, across, and outside the organization. Formal authority is very limited, especially these days. Coaches need to help clients build strong business relationships and alliances. That way, they can get things done more rapidly in their own organizations, and also assure career success if and when they choose (or get asked) to leave.
During this entire process, coaches should look at their own influence styles and, most importantly, power base. That way, they “do the work” too, and also build a stronger network to develop new clients.
Build your power base - To learn more about this author, visit Andrew Neitlich's Website.
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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