I tried being nice
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I tried being nice
- 1. Influencing Skills for the Business Analyst
- 2. Who? •Matt Andrews •Programme Manager at RBS •But once a BA always a BA
- 3. What is Influencing? 1 [mass noun] the capacity to have an effect on the character, development, or behaviour of someone or something, or the effect itself:(OED -2012) Or To guide towards the answer we think is best?
- 4. Why is it important for BAs? So.... Nope.... To get the right solution? Because we need to free To drive down costs? people from their pre- To save time? conceptions and fixed ideas and focus on the end result – Because we are right? the Business Needs Because the business don't understand? Because we are really right?
- 5. How? – A few ways... Not always by being nice though!
- 6. Persuading •Proposing and Reasoning •Logic •Suggesting / Guiding •Reasoning Use phrases like.. The figures show.. •X Bank already does this. •Research shows..
- 7. Asserting •Stating expectations / Evaluating and using Incentives / Pressures •Needs / demands / Standards •Judgments •Criticism •Controlling outputs Use phrases like.. •This must be done that way because of X policy •That’s not a good idea at all because of.. •We need to make a decision today
- 8. Bridging •Encouraging participation •Listening more than talking and paraphrasing what’s been said •Disclosing mistakes and showing vulnerability Use phrases like.. •So what’s your thoughts? •Hmm okay, so just to check what you’ve been saying is... •I’m not sure about the best way ahead here, it’s quite complex..
- 9. Attracting •Finding common ground •Sharing Visions •Being optimistic Use phrases like.. •We agree.. •Hmm, yes absolutely •We are all singing from the same song sheet.. •There are real synergies here.. •This will be great.. •That’s such a good idea! •This is such a clever solution
- 10. Disengaging •Postponing something •Standing back and observing / Giving feedback •Changing the subject •Taking a break Use phrases like.. •Lets look at that later •You could have handled that better.. •This is just that same as X.. And it went wrong •I need to make a call...
- 11. In Summary We need to use all types of influencing But none of the approaches will work without Honesty Integrity Having a licence to Operate Vision
- 12. Questions?
Notas del editor
- Been around analysis for 10 yearsA belief the key people for a programme’s success are the analysts
- Sometimes misunderstood as sales or bullyingKey to sucess
- Analysis isn't about being right, all the timeIt’s about getting the right outputs for the business
- We default to a style, often “nice”
- Use with TS / Detail peopleNot a sale as logic based, no emotionWords like – It makes sense, we can justify it, the data shows
- Can be very powerfulCan be very dangerousUse when required and results matterUse, I want you to, We need, We are running out of time
- Can lead to slow decision makingWe can end up making friends as opposed to requirementsWords like Good idea, we agree and yes lets do that together
- Very powerful, but destructiveCan damage trust or close down a red herring very quicklyWords like Lets look at that later, can I give you some feedback, we’ve run out of time
- We need to use and watch for different types of influencing – They are all used and should be usedHonesty – don't lieIntegrity – Do you have some?Licence to operate – show that you have nothing but the wider business’s needs at heart and deliverVision – Show you understand how it fits together