Tel: 0844 394 8877
Management Skills > Courses
This programme is designed to give practical advice about how to construct a compelling argument and present it with confidence and authority. The training is based on understanding how to approach influencing a decision from a strategic basis, and includes techniques to prepare the ground for any formal proposal e.g. by using ‘corridor conversations’ and tools for building rapport with key stakeholders.
By attending this highly participative two-day course you will:
All employees who want to acquire a methodical and professional approach to influencing the decisions that are made in the work place. It is particularly suitable for people who have an advisory or consultative role within their company, or for those people who have to make a business case in order to gain access to resources e.g. Project Managers, Marketing Managers, HR Managers, IT professionals etc.
Understanding the underpinning principles and core concepts that Advanced Influencers apply when they are trying to get someone to agree to their suggestions.
An overview of the five stages of an effective influencing process and how it is applied in ‘real world’ situations.
The first step in the influencing process is to consider what’s going on in the general environment (e.g. how is the company doing? What are the challenges being faced?) And in the light of those circumstances, and that context, think about a specific objective that you want to achieve.
Stakeholder Analysis is about (a) identifying and then (b) influencing the key people involved in any given project, deal or decision. So, once we know what our goal is we can start to think about who we need to get approval from to make it happen.
Expert influencers are adept at getting a critical mass of decision makers and decision influencers on their side. They do this, in part, by building coalitions i.e. a group consisting of people from different political or social groups who are co-operating to achieve a particular aim. They do this diligently and systematically.
Once a critical mass of support has been achieved it is time to write and deliver a formal proposal.
Part of being an effective influencer is to have a reputation as someone who can deliver results. And part of that is to make sure (a) not only to do good work but, (b) that people, especially senior executives, know that you do good work.
The influencing process typically consists of dozens of conversations with multiple people, often over many weeks. For these conversations to have the desired effect i.e. for the influencer to get what they want out of them, they need to be handled sensitively and skilfully. So, the ability to communicate persuasively is one of the key skills sets of the effective influencer.
This ability has many aspects, for example, it begins with willingness to be honest with yourself and others about what you really think and feel. It also involves a capacity to build rapport, and to appreciate what other people want or need in a given situation. Of course it also involves asking for what you want directly but courteously.
Here we cover a toolbox of twelve, research based, influencing strategies that create productive conversations…
Feedback is based upon peer reviews using Boulden assessment checklists. Completing the assessment checklists is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up an effective influencing strategy.
There is an option of following the workshop with a three month long Action Learning project to link the lessons from the training back into the workplace. If this option is selected there is a closure workshop at the end of the project phase where delegates present how they have applied the techniques learned on the course into their daily work routines.
Further information on this course is available by contacting
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877