Use the power of influence to solve problems
When you don’t have authority, use influence. That is the finding of RainmakerThinking, ( www.rainmakerthinking.com), a management research training and consulting firm.
When work is highly collaborative, an authority conundrum arises, say RainmakerThinking researchers. If there is a problem or delay, and you have to solve problems on your own, nobody has the power to resolve things quickly and efficiently. In those situations, the consulting firm’s advice is to use influence.
It’s easier said than done. The problem is many people believe influence is about playing workplace politics, building personal rapport, or establishing a quid pro quo with others, according to RainmakerThinking. That false thinking is contrasted to real influence, which is a “generous, other-centered focus based on adding value” in every interaction.
If you understand the mechanics of real influence, you can make yourself a “very potent source of power by dedicating yourself to serving others,” in every interaction.
RainmakerThinking outlines the following four tactics of real influence:
1. Interpersonal influence. While it’s the most common form of real influence, it’s easy to approach this tactic incorrectly. The mistake most make is believing interpersonal influence is all about building rapport — being charming or buttering up their colleagues. The best way to develop interpersonal influence is to make it all about the relationships you have as a result of the work you share.
Effective people leverage interpersonal influence in the workplace. They have built reputations for being the type of person other people don’t want to disappoint.
They conduct themselves in a professional and businesslike manner; they can be relied on to deliver for others; and they make a point of thanking others for their contributions. And they also hold others to a high standard.
2. Specific commitments. Often, collaboration breaks down because of poor communication. This more evident now because many people are working from home. The solution, said RainmakerThinking, is high-structure, high-substance communication. High-structure means regularly scheduled conversations, guided by a specific agenda. High-substance means rich in immediately relevant content specific to the person and situation, along with a clear execution focus.
3. Rational persuasion. Persuading others with proven facts and logic doesn’t mean you have to be heartless and unfeeling. Don’t be afraid to set the tone. However, do your due diligence and invest time in fact finding first.
4. Facilitating success. The last, and perhaps most powerful, tactic of real influence is to facilitate others’ success, assert RainmakerThinking researchers. This doesn’t mean you have to be a selfless saint. Instead, it’s an understanding that a true service mindset, which includes adding values to others in every interaction, works. Adopting a service mindset makes things go smoothly for everyone, including yourself. It doesn’t mean taking on unnecessary commitments and succumbing to over-commitment, but always trying to do what you believe will ultimately make the work go better, faster, or to achieve greater results. By constantly adding value in service of others, you build value in the thoughts and feelings of others. The result is when you deliver for them, it makes them want to deliver for you.
In sum, do everything possible to support and assist other people in the fulfillment of their part.