1. Become a Person of Influence With Jo Miller

2. Reagan Craven Director of Talent Acquisition
Welcome
Reagan Craven Director of Talent Acquisition

3. Jo Miller
Women’s Leadership Speaker and Founding Editor of BeLeaderly.com
Helps emerging women leaders create a roadmap for their career advancement.
Has traveled widely in Europe, Asia Pacific, and the Middle East to deliver keynotes and teach workshops for conferences, professional associations, and corporate women’s initiatives.
A leading authority on women’s leadership, Jo delivers more than 70 speaking presentations annually to audiences of up to 1,200.

4. I HAVE SOME UNIQUE
KOALAFICATIONS

5. Are you the best kept secret in the organization?
Are you the best kept secret in your organization?

6. Influence

7. “In my company, influencing skills are the single most important success factor after knowing your job.” 
JoAnna Sohovich, CEO
The Chamberlain Group

8. Are influence and power good or bad?

9. Are influence and power good or bad?

10. Are influence and power good or bad?

12. Try to influence a situation
Become a person of influence

13. The Fundamental Truth About Influencing…

14. Dog Psychology Center

15. The Fundamental Truth about Influencing…
Our behavior teaches
people how to treat us.

16. “You can influence others in every conversation you have
“You can influence others in every conversation you have. In a subtle way, we convey our confidence and professionalism in every interaction that we have with co-workers, customers, superiors and subordinates.”  
Laurie Oare, Division President U.S. Foodservice

17. Characteristics of an influential role model
“Who is a strong, positive influencer that you admire? What qualities or characteristics are the source of their ability to influence so effectively?”

18. Ready to lead, climb and thrive? Sign up for my newsletter.
Get a copy of this presentation at BeLeaderly.com/abbvie

19. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

20. The influence inherent in your job title and role.
Positional Influence
The influence inherent in your job title and role.

21. Building positional influence
You have an important job – people need to know!
Seize all opportunities to educate others about your role, and how you can help
Create your 30-second commercial.

22. 30-second commercial Name Job title I am responsible for a, b, c.
Come directly to me when you need x, y, z.

23. I hate to bust your bubble.”
“There is a myth that the higher you go in the organization and the more positional authority you gain, that you just have to say “do it” and people get it done.
I hate to bust your bubble.”
Dr. Cecilia Kimberlin, VP QA, Regulatory Affairs and Compliance, Abbott

24. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

25. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

26. Expertise Influence
The influence that comes from your background, qualifications, experience and accomplishments.

27. “It’s not what you know and it’s not who you know
“It’s not what you know and it’s not who you know. It’s who knows what you know.”
Nora Denzel, Board Director, Ericsson and AMD

28. Make your expertise visible
Early career
Work less!
Promote your accomplishments
Mid-level
Volunteer for high-profile assignments
Lead committees and task forces
Senior-level
Build your “personal brand” as an industry leader
Speak on panels, at conferences, and in the media

29. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

30. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

31. Negotiating the resources you need to do your job well.
Resources Influence
Negotiating the resources you need to do your job well.

32. Build your resources influence
Early Career
Become a good negotiator
Learn leading without authority
Mid-level
Suggest special projects as developmental opportunities for others
Understand how finances and budgets work
Senior-level
Be a mentor, sponsor, and talent scout

33. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

34. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

35. Informational Influence
Having a finger on the pulse of what is going on in your organization, industry, and in your profession.

36. Be an informational powerhouse
Have some go-to sources of information.
Pay attention to new projects, opportunities, re-orgs, personnel changes, resource allocations, budgets, legislation, innovation, market intelligence, etc.
Network with other “informational powerhouses”.
Filter useful information from gossip or noise.

37. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

38. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

39. Direct Influence
Being firm, professional and direct when someone’s behavior is detrimental to the team or the organization.
(The 1% rule)

40. Effective use of direct influence
Be firm, fair and professional
Be direct and concise while delivering tough news
Explain what was unacceptable and why
Share your vision of their future potential

41. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

42. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

43. Relationships Influence
The influence that comes naturally with having a network of authentic relationships across your organization, industry, and profession.

44. The most important asset you will build in your career
Your Network
(Your “Sphere of Influence”)

45. Increase your relationships influence
Think strategically about who you’d like to include in your network.
Build a supportive network of connectors, collaborators, influencers, mentors, sponsors, and advocates.

46. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

47. Self-evaluation What are your strong sources of influence?
Which do you want to strengthen? How?

48. 6 Sources of Influence 6. Positional 5. Expertise 4. Resources
3. Informational
2. Direct
1. Relationships

49. Leadership Presence

50. What is “leadership presence?”

51. — Executive Director, UBS
“Leadership presence is a quality that is almost impossible to define, yet we all know it when we see it.”
— Executive Director, UBS

52. Leadership Presence by Kathy Lubar and Belle Linda Halpern
“Why is it that when some leaders enter a room they automatically command the attention of those present? What is it they have? They have presence.”
Leadership Presence by Kathy Lubar and Belle Linda Halpern

53. — Kelly Easterling Audit Principal, Rothstein Kass
“When they leave the room, you remember them more than you remember anyone else.”
— Kelly Easterling Audit Principal, Rothstein Kass

54. Leadership presence comes in many forms
The charismatic leader
The supportive leader
The tell-it-like-it-is leader
The thought leader
The “grace under fire” leader
The authoritarian leader
The quiet leader

55. “It’s almost as if they have ‘leadership pheromones’. They elicit a natural response to follow them.”
— Nina Simosko Head of Strategy, Planning & Operations, Nike Technology

56. Is it more important to be liked or respected?

57. The Charisma Myth, by Olivia Fox Cabane.
“The equation that produces charisma is fairly simple. All you have to do is give the impression that you possess both high power and high warmth, since charismatic behaviors project a combination of these two qualities.”
The Charisma Myth, by Olivia Fox Cabane.

58. “We ask: do I like this person (warmth/trustworthiness)
And do I respect this person (power/competence)?”
— Amy J.C. Cuddy Associate Professor of Business Administration, Harvard Business School

59. Warmth
Authority
Leadership Presence
“Warmthority”

60. Is it more important to be liked or respected?

61. “A growing body of research suggests that the way to influence —and to lead— is to begin with warmth.”
“Connect, Then Lead,” Amy J.C. Cuddy, Matthew Kohut, and John Neffinger, Harvard Business Review.

62. 3 channels for communicating with presence
38%
LEADERSHIP PRESENCE
Words
Vocal tone
Body language 7%
55%

63. — Luann Pendy Senior Vice President of Global Quality, Medtronic
“Meetings are your greatest opportunity to be visible and show your organization what you bring to the table.”
— Luann Pendy Senior Vice President of Global Quality, Medtronic

64. your audience
ENGAGE
PERSUADE

65. “If you don’t have a seat at the table, bring your own chair.”
— Midy Aponte

66. Ready to lead, climb and thrive? Sign up for my newsletter.
Get a copy of this presentation at BeLeaderly.com/abbvie

67. We’re almost done! Our behavior teaches people how to treat us
6 Sources of Influence
Warmth + Authority = Leadership Presence
3 channels for communicating with presence
Engage and persuade in meetings

68. “It’s not enough to have a bright idea
“It’s not enough to have a bright idea. I have seen too many projects led by great, passionate people fail because they tried to be the lone influencer. You have to get the right people in the boat with you. You have to engage the entire human fabric.”
Sophie Vandebroek, CTO, Xerox