When you propose a new idea, do your colleagues take notice and engage with it? Are you the go-to person for advice or insights in your team? Does your boss give weight to your recommendations, taking them seriously when you challenge the status quo or propose a new way forward? Do you have a strong reputation across the organization, with others recognising your contributions and working effectively with you? In essence, are you truly building influence at work?
In this blog post, we’ll explore actionable insights on how to develop both positional and personal power, understand organizational dynamics, and tailor your approach to persuade others effectively.
1. Positional and Personal Power: The Foundation for Building Influence at Work
At the core of building influence at work are two types of power: positional and personal.
- Positional power comes from your role within the organization. It’s the authority granted to you because of your position—think of it as a title or a seat at the table. While it provides leverage, it’s inherently limited; it can be revoked with a shift in role or hierarchy.
- Personal power is earned. It’s the influence you command through relationships, trust, expertise, and credibility. This is the power that endures. It’s more sustainable and can often be more impactful than positional power alone.
To become truly influential, you must develop personal power. It is not enough to rely on your position alone. Build trust with your colleagues, show expertise, and deliver results consistently. These actions create an environment where your voice holds weight, even if you’re not the most senior person in the room.
2. Identify Key Players and Stakeholders
Influence is not exercised in a vacuum. Understanding who holds power and who can support or hinder your objectives is crucial. You must recognize not only those with formal authority but also those with informal influence.
- Who are the decision-makers?
- Who has the ear of leadership?
- Who influences the team dynamics?
Start by mapping out the key players in your organization. Make a point to engage with these stakeholders early in any project. Aligning your goals with theirs will ensure your initiatives have the support needed to succeed.
3. Leverage Cross-Functional Collaboration
True influence often comes from working across different departments or teams. If you want to drive change, you need to build relationships beyond your immediate team.
Forming cross-functional teams that can address shared organizational challenges is a powerful way to increase your influence. Doing so not only brings diverse perspectives into your initiatives but also fosters buy-in from those who may not be directly impacted by your work.
Approach collaboration as an opportunity to demonstrate your ability to bring people together, solve problems, and align goals—key aspects of building influence at work.
4. Approach Influence as a Negotiation Process
In any interaction, particularly those involving change, think of influence as a negotiation. It’s not about winning at the expense of others but finding common ground and ensuring that all parties’ interests are met.
You must focus on understanding the needs of others:
- What are their goals?
- What is their underlying concern?
- How can you align your proposals to serve those needs?
Influence is built by appealing to the interests of those around you, not by imposing your own desires. The goal is to craft solutions that benefit both you and the people you need to persuade. Consider offering trade-offs when necessary, and always look for ways to make others feel like active contributors to the process.
5. Appeal to Both Emotion and Logic
The most influential communicators know when to tap into emotion and when to appeal to logic. The ability to move people both emotionally and rationally can make the difference between a proposal being accepted or rejected.
- Appeal to emotion when introducing new ideas, motivating teams, or addressing personal concerns. Use storytelling, shared values, or collective goals to connect emotionally with your audience.
- Appeal to logic when you need to present data-driven arguments or clarify the practicality of your proposals. Numbers, facts, and clear reasoning will help secure buy-in, especially in decision-making scenarios where rational thought takes precedence.
By mastering both emotional and logical appeals, you position yourself as a versatile and persuasive leader. The key is to understand your audience and adjust your approach based on their values and priorities.
6. Trust: The Cornerstone of Building Influence at Work
Influence isn’t effective if it isn’t grounded in trust. Trust is the foundation upon which all relationships, personal or professional, are built. Without it, your influence is fleeting.
To build trust:
- Be consistent: Follow through on your promises and actions.
- Be transparent: Communicate clearly and openly, especially when challenges arise.
- Be reliable: Show up when you say you will and provide value in every interaction.
When people trust you, they will support your initiatives and believe in your vision. Trust is earned over time, and it requires constant effort. Demonstrating integrity, honesty, and consistency in your work will enhance your personal power and help you in building influence at work.
8. Use Formal and Informal Influence Strategically
Recognize that influence doesn’t solely depend on your formal authority. It’s about how you use your position and the relationships you cultivate within your network.
- Formal influence comes from your role and the authority it grants. Use this to push initiatives through official channels when necessary.
- Informal influence comes from your relationships and ability to persuade without direct authority. Cultivate informal influence by forming connections and creating value for others.
The most effective leaders balance both types of influence, using them strategically depending on the situation. When you lack formal authority, leverage informal influence to gain support and drive your agenda forward.
Conclusion
Influence is an active, assertive force that drives both personal and organizational success. To become a person of influence, it’s essential to combine empathy with an understanding of others’ motivations while presenting ideas in alignment with their priorities and values. Cultivating these positive relationships fosters long-term success in reaching organizational goals.
What action will you commit to today in order to build trust, expand your network, and take the first step toward building influence at work?