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The Art of Influencing Up by Marshall Goldsmith
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"Great wisdom not applied to action and behavior is meaningless data." —Peter Drucker
Knowledge workers are people who know more about what they are doing than their boss does. My guess is that you, like most of my readers, are a knowledge worker. Many knowledge workers (especially those with technical backgrounds) have years of education and experience that enable them to come up with great ideas.
Yet this same group has almost no training in how to "influence up" and ensure that their great ideas actually get accepted. Great ideas that are never implemented don't make much of an impact on the organization.
The guidelines listed below are intended to help you do a better job of influencing your upper management. They won't always ensure your success, but they will definitely improve your odds!
Take responsibility. Think like a salesperson—not a technician.
In many ways, influencing up is similar to selling products or services to external customers. They don't have to buy—you have to sell!
Any good salesperson takes responsibility for achieving results. No one is impressed with salespeople who blame their customers for not buying their products. When making your pitch, treat upper managers like great salespeople treat their customers.
While the importance of taking responsibility may seem obvious in external sales, an amazing number of people in large corporations spend countless hours blaming management for not buying their ideas, as opposed to blaming themselves for not selling those ideas. If more time were spent on developing our ability to present ideas and less on blaming management, a lot more might get accomplished.
Focus on the big picture—not just what's in it for you.
An effective salesperson would never say to a customer: "You need to buy this product, because if you don't, I won't achieve my objectives!"
Effective salespeople relate to the needs of the buyers. They don't expect buyers to relate to their needs. In the same way, effective "upward influencers" relate to the larger needs of the organization, not just to the needs of their unit or team.
When influencing up, focus on the impact of the decision on the overall corporation. In most cases, the needs of the unit and the needs of the corporation are directly connected. In some cases, this connection isn't so obvious. Don't assume that executives will automatically make the connection between the benefit to your unit and significant, positive impact for the larger corporation.
Continued...
It is Our Turn to Help the World by Margaret J. Wheatley Comments (0)
Several years ago, I read of a Buddhist teacher who offered his encouragement to a group that was filled with despair over the state of the world. His advice was simple, profound and placed things in historical context: “It’s just our turn to help the world.” What I love about this statement is that it reminds us of other times and other people who stepped forward to help create the changes that were necessary. We do live in an extraordinary era when, for the first time, humans have altered the planet’s ecology and created consequences which are just beginning to materialize in frightening ways. But throughout human existence, there have always been people willing to step forward to struggle valiantly in the hope that they might reverse the downward course of events. Some succeeded, some did not. But as we face our own time, we need to remember that we stand on very firm and solid shoulders.
In my own work with local communities around the planet, I’ve learned to define leadership quite differently than the norm. A leader is anyone willing to help what they do and label them as courageous, but those who step forward never feel courageous. They just did what felt like the right thing to do. free
TOLERATION FREE ZONE by Janne Weddle Comments (0) We all have tolerations – those things that bug us and drive us crazy! These irritants take energy away from us and stall us. Tolerations are simply people, situations, and stuff that are draining our energy and holding us back. Tolerations are things you are putting up with in your life. If your energy was contained in a bucket, then tolerations are the holes in that bucket that are leaking and draining off your energy!
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The Art 
It is Our Turn to Help the World 
TOLERATION FREE ZONE by Janne Weddle 
