If you find yourself in a situation where you must exert influence without authority then you need to build a coalition. In fact, direct authority rarely is sufficient to get things done. Influence networks – informal bonds between people – can assist you much more effectively in getting things done. You will be able to marshal resources, receive backing for ideas, and achieve goals. You’ll need an influence strategy. This means figuring out who can be champions, who will resist, and can be influenced. It is an integral part of the first 90 days.
You’ll begin by mapping the influence landscape. A common mistake is focusing on the vertical dimension of influence and not enough time to the horizontal aspect. You will need to identify key players. There are many approaches. Watkins suggests that you begin by mapping key interfaces and processes identifying the key people. He also suggests that you use your boss to provide connections to people he believes you need to be in contact with and to diagnose the shadow organization. You’ll need to use soft skills to assess connections during meeting and other interactions to determine the alliances and sources of power such as expertise, access, status, control, and personal charisma. You’ll need to identify the opinion leaders who exert disproportionate influence through formal authority, special expertise, or force of personality. Ultimately, you’ll observe power coalitions. Having knowledge of the influence dynamics you’ll need to draw an influence map.
You’ll need to develop the art of persuasion. There are numerous approaches to include shaping perceptions through choices, framing compelling arguments, force actions through events, employing entanglement, and building momentum. Each has its merits and time or circumstance for use.
In the end, the leader pulls it all together consolidating support while building relationships and connections to succeed. Keep everyone up to date, observe how they react. The sequencing in which you work to build support is key to a strong coalition. Reflect on the old adage that it is not about what you know, it is about who you know!
You’ll begin by mapping the influence landscape. A common mistake is focusing on the vertical dimension of influence and not enough time to the horizontal aspect. You will need to identify key players. There are many approaches. Watkins suggests that you begin by mapping key interfaces and processes identifying the key people. He also suggests that you use your boss to provide connections to people he believes you need to be in contact with and to diagnose the shadow organization. You’ll need to use soft skills to assess connections during meeting and other interactions to determine the alliances and sources of power such as expertise, access, status, control, and personal charisma. You’ll need to identify the opinion leaders who exert disproportionate influence through formal authority, special expertise, or force of personality. Ultimately, you’ll observe power coalitions. Having knowledge of the influence dynamics you’ll need to draw an influence map.
You’ll need to develop the art of persuasion. There are numerous approaches to include shaping perceptions through choices, framing compelling arguments, force actions through events, employing entanglement, and building momentum. Each has its merits and time or circumstance for use.
In the end, the leader pulls it all together consolidating support while building relationships and connections to succeed. Keep everyone up to date, observe how they react. The sequencing in which you work to build support is key to a strong coalition. Reflect on the old adage that it is not about what you know, it is about who you know!
I will explore in the next several blogs postings, Proving Yourself on Your New Job. The steps are:
01. Promote Yourself
02. Accelerate Your Learning
03. Match Strategy to Situation
04. Securing Early Wins
05. Negotiate Success
06. Achieve Alignment
07. Build Your Team
08. Create Coalitions
09. Keep Your Balance
10. Expedite Everyone
Should you have any comments or questions please feel free to post or email me; james.bogden@gmail.com.
01. Promote Yourself
02. Accelerate Your Learning
03. Match Strategy to Situation
04. Securing Early Wins
05. Negotiate Success
06. Achieve Alignment
07. Build Your Team
08. Create Coalitions
09. Keep Your Balance
10. Expedite Everyone
Should you have any comments or questions please feel free to post or email me; james.bogden@gmail.com.
References:
Watkins, M. (2003) The first 90 days: Critical success strategies for new leaders at all levels. Harvard Business School Press. Boston, Ma.
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