APPENDIX A

Strategies for Influence

The following is a summary of the strategies you can employ to achieve influence, as described in chapters 2–10 of The Influence Effect:

Chapter 2: Think Bigger, Aim Higher

• Nurture your vision.
• Check the weather.
• Train your brain.
• Cut the grass.
• Embrace your passion.

Chapter 3: Construct Your Scaffolding

• Create a personal board of directors.
• Manage your mentor/sponsor mix.
• Find an agent, truth teller, and personal supporter.
• Work your scaffolding.

Chapter 4: The Power of the Informal

• Make meaningless time meaningful.
• Hold the meeting before the meeting.
• Understand the informal norms.
• Do it your way.
• Talk the talk.

Chapter 5: Relationship Maps

• Begin with the end in mind.
• Draw a relationship map.
• Examine the culture.
• Establish common ground.
• Take action!

Chapter 6: Scenario Thinking

• Banish fear.
• Determine your outcome.
• Create your options.
• Identify and assess your stakeholders.
• Respond to your constraints.
• Remain nimble and proceed.

Chapter 7: Influence Loops

• Build trust before you need it.
• Identify key stakeholders.
• Prepare yourself.
• Have face-to-face meetings.
• Repeat!
• Use the gift of the gap.

Chapter 8: Momentum

• Center yourself.
• Generate a string of small wins.
• Create your tipping point.

Chapter 9: Dance with Resistance

• Build trust before you need it.
• Use facts to persuade.
• Align your goals with theirs.
• Rethink your communication approach.
• Turn to your tribe.
• Pick your battles.

Chapter 10: Meetings: A Case in Point

• Be intentional.
• Have a point of view.
• Use amplification.
• Get your voice in the room.
• Be concise and use muscular language.
• Do the meeting before the meeting.
• Don’t take it personally.