October 17–19, 2013

GETTING RESULTS WITHOUT AUTHORITY

The Power of Influence

Speaker Bio

• Native of Northern California• Identical Twin; Middle of 6 Siblings• First Generation Graduate• Second Career Landing• People Subject Matter Expert• Director, Walmart Leverage

People Group

The Power of Influence

The ability to develop and persuasively communicate logical, convincing justifications, including lessons learned, that ensure commitment and support for one’s perspectives and initiatives

Balancing Competence & Warmth

Balancing Competence & Warmth

Strength First

Undermines leadershipEncourages outward compliance

Warmth First

Significantly contributes to how others evaluate usJudged before competence

Combined

Best Practice evidences personal warmth first followed by competence

Source: Connect Then Lead; Cuddy, Amy J.C., Kohut, Matthew and Neffinger, John. Harvard Business Review, July/August 2013.

Developing and Increasing Trust

Prelude IQ/EQ

Softskill muscle development

Solicit feedback on the How

Regular self-perception check-ups

Connect

Our Brand gets there before we do

Sponsorship is key

The company we keep reflects our image to the world

Character

Greater good

Listen well

Authentic

Warm

Faithful

The need to belong is universal

Vertical & Horizontal

Personhood first

Horizontal Capability Model

Influence

Reward & Recognize

Goal Alignment

Process Improvement

Accountability

Trust

Relationships & Partnerships

Horizontal Capability

the ability to effectively work cross functionally

to optimize the productivity loop and drive growth, leverage, and returns.

Guiding Principle: Balance Vertical & Horizontal

New leadership capabilities will result from combining vertical strengths with effective horizontal behaviors.

Vertical Vertical Vertical

Example:

Execution & Results

Example:

Operational Excellence

Example:

Customer Focused

Example:

Conflict Resolution

Example:Influence &

Communication

Example:

Collaboration

Horizontal

Horizontal

Horizontal

• Leaders are skilled at working horizontally• Leaders flex influence and communication skills vs.

command and control• Leaders don’t neglect the vertical• Leaders are effective listeners• Leaders bring your strategic authentic self • Leaders pursue excellence; set the bar• Leaders never win alone

What Does Leadership Success Look Like?

Discussion Questions

• Why do we so often underestimate the need for Influence skill building?

• Do females have a tendency to be more critical of other female colleagues?

• What best practices can you share with the group?

Make a Lasting Impression

1. Start with warmth

2. Clearly articulate who you are; but also demonstrate you listen well

3. Clearly articulate how you add total company value

4. Recognize intelligence is just the price of admission; and execution is just table stakes

5. Be easy to help; embrace feedback

6. Be the change you want to see