1. Influence without Authority Kannan Sundaramurthy Wal-Mart Stores Inc. May 2013

2. 2 Influence without Authority? Influence without Authority

3. 3 What, How & Why We make Great Computers, they are beautifully designed, easy to use & user friendly … Want to buy One? Starting with Why Everything we do, we believe in challenging the status quo, the way we do is by making our products beautiful, easy to use & user friendly; we just happen to make Great Computers … Want to buy One? Golden Circle: Starting with Why – Inspires Action

4. 4 Influence without Authority: Why? Influence without Authority Bank of America: $5 to use Debit Card One customer (Molly Katchpole) runs a Campaign in Social Media... Power is in Influence !!! “All Influential Managers have power, but not all Powerful Managers have Influence”

5. 5 Leadership is Influence; Nothing more Nothing less - John Maxwell Influence without Authority: Why? Influence without Authority Authority: Power to reward / Punish Influence: Ability to direct group of people to a desired behavior/goal Why? Power has shifted – Client/Server Vs. Master/Slave Matrix Organization Global Multi-cultural teams Managing Up Effective meetings Win-Win outcome

6. 6 Influence without Authority: How? Influence without Authority Cohen-Bradford Model Assume all are Potential Allies Clarify your Goals & Priorities Diagnose the World of Other Person Identify relevant Currencies – Yours & Theirs Dealing with Relationships INFLUENCE through Give & Take !!!

7. 7 Influence without Authority: How? Influence without Authority 1. Assume all are Potential Allies: Discover any overlapping interests Assuming the other person as adversary leads to misinterpretation, stereotypes & miscommunication Applies to relationship with Managers also … 2. Clarify your Goals & Priorities: Start with End in mind State Primary & Secondary Goals? Are they short-term or long-term objectives? What are “must-have” & “nice-to-haves” Is your primary task accomplishment or preserving/improving the relationship?

8. 8 Influence without Authority: How? Influence without Authority 3. Diagnose the Ally’s World: Seek first to Understand, then to be Understood Determine the Organization priorities of ally Ask their Goals, concerns or needs “What is in for Us” 4. Identify relevant Currencies: Build your Value proposition What do people care about: “Currencies” Identify several applicable currencies to offer in exchange Assess your resources relative to the Ally’s wants – Don’t underestimate resources you can offer

9. 9 Influence without Authority: How? Influence without Authority Types of Currencies INSPIRATIONAL: Vision, Excellence, Moral/Ethical Correctness TASK: Resource, Information, Assistance, Support POSITION: Advancement, Recognition, Visibility, Reputation, Networks/Contacts, Importance RELATIONSHIP: Acceptance/Inclusion, Personal support, Understanding PERSONAL: Challenging, Ownership, Involvement, Gratitude

10. 10 Influence without Authority: How? Influence without Authority 5. Dealing with Relationship: Relationship with the person: Is it +ve, -ve or neutral Pay attention to building necessary Trust & Credibility Understand other person’s working style: Formal or Informal, Analytical etc. Determine your currency trading approach Task & Relationship are BOTH Important Make Connections Early & Often Vertical & Horizontal relationship Are you a T-Shaped Leader?

11. 11 Influence without Authority: How? Influence without Authority The right mindset to Influence Your Technical Competency is just the price of admission Influence for the ultimate Good of the Organization Recognize that the difficulty with influence is often YOU Everyone is potentially more influential than they think they are Influencing uses logical argument to appeal to human emotion Blends art and science It can take place in a single meeting or over time through a series of discussions

12. 12 Influence without Authority: What? Influence without Authority #Self AssessmentYesNo 1 I place a Premium on being able to Positively Influence Others 2 I thoroughly do my research before any meeting, where I need others buy-in 3 I work hard to build Proactive network throughout the Organization and/or Community 4I proactively seek feedback Vertically & Horizontally 5 I am fully accountable for my level of success. I own it, take action & Celebrate when I win

13. 13 Influence without Authority: Final Thought … Influence without Authority No Guarantees … Not all efforts to Influence will be Successful When we shift from Authority-based to Influence-based Leadership, Accept that we are NOT always in Control … However, in reality we actually NEVER were !!!

14. 14 Influence without Authority: How? Influence without Authority Good to Great by Jim Collins Level 5 leaders look out the window to attribute success to factors other than themselves. When things go poorly, however, they look in the mirror and blame themselves, taking full responsibility.”

15. 15 References Influence without Authority TED Conference: Simon Sinek – Start with Why Book: Influence without Authority by Cohen & Bradford Book: The Leadership Challenge by Kouzes & Posner Book: Good to Great by Jim Collins Blog: How to Influence without Authority (Jess Ln Stoner)