Women who break through into senior leadership positions get there by mastering the art of influence. Explore ways to gain a voice and a seat at the table in your company. Understand the mechanisms of power and influence within your organization and identify six sources of influence you may not be fully utilizing. This presentation explores ways to gain buy-in for ideas, enhance your credibility, and make a larger impact in business.

1. Leading With Influence
with Jo Miller, CEO, Women’s Leadership Coaching, Inc.

2. Copyright 2015, Women’s Leadership Coaching, Inc.
Jo Miller
• Founding Editor of BeLeaderly.com and CEO of
Women’s Leadership Coaching, Inc.
• Helps emerging women leaders create a roadmap for
their career advancement.
• Has traveled widely in Europe, Asia Pacific, and the
Middle East to deliver keynotes and teach workshops
for conferences, professional associations, and
corporate employee initiatives.
• A leading authority on women’s leadership, Jo
delivers more than 60 speaking presentations
annually to audiences of up to 1,200.

3. Copyright 2015, Women’s Leadership Coaching, Inc.
I HAVE SOME UNIQUE
KOALAFICATIONS

4. Copyright 2015, Women’s Leadership Coaching, Inc.
Introductions
1. Name
2. Role
3. Something most people don’t know
about you

5. INFLUENCE

6. “In my company, influencing
skills are the single most
important success factor after
knowing your job.”
JoAnna Sohovich, President,
Industrial & Automotive Repair,
Stanley Black & Decker

7. Copyright 2015, Women’s Leadership Coaching, Inc.
Are influence and power
good, or bad?

8. Copyright 2015, Women’s Leadership Coaching, Inc.
Are influence and power
good, or bad?

9. Copyright 2015, Women’s Leadership Coaching, Inc.
Are influence and power
good, or bad?

11. Copyright 2015, Women’s Leadership Coaching, Inc.
Try to influence a situation
Become a person of
influence

12. Copyright 2015, Women’s Leadership Coaching, Inc.
The Fundamental Truth
about Influencing…

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Dog Psychology Center

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The Fundamental Truth
about Influencing…
Our behavior teaches
people how to treat us.

15. “You can influence others in every
conversation you have.
In a subtle way, we convey our
confidence and professionalism in
every interaction that we have with
co-workers, customers, superiors and
subordinates.”
Laurie Oare, Division President
U.S. Foodservice

16. Copyright 2015, Women’s Leadership Coaching, Inc.
Characteristics of a role
model of influence

17. 6.
Positional
5.
Expertise
4.
Resources
3.
Informational
2.
Direct
1.
Relationships
6 Sources of Influence

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Positional Influence
The influence inherent in your job title
and role.

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Ways to build positional
influence
• You have an important job – people
need to know!
• Seize all opportunities to educate
others about your role, and how you
can help
• Create your 30-second commercial.

20. Copyright 2015, Women’s Leadership Coaching, Inc.
30-second introductions
1) Name
2) Role
3) I am responsible for a, b, c.
4) Come directly to me when you need x, y, z.

21. “There is a myth that the higher you
go in the organisation and the more
positional authority you gain, that
you just have to say “do it” and
people get it done.
I hate to bust your bubble.”
Dr. Cecilia Kimberlin, VP QA,
Regulatory Affairs and Compliance,
Abbott

22. 6.
Positional
5.
Expertise
4.
Resources
3.
Informational
2.
Direct
1.
Relationships
6 Sources of Influence

23. Copyright 2015, Women’s Leadership Coaching, Inc.
Expertise Influence
The influence that comes from your
background, qualifications, experience
and accomplishments.

24. “It’s not what you
know and it’s not who
you know.
It’s who knows what
you know.”
Nora Denzel, Interim CEO, Outerwall

25. Your ideal career niche
What are you
passionate
about?
What does
your
company/
industry need
and value?
What are your
skills and
talents?

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Make your expertise visible
Early career
• Work less!
• Don’t wait for permission or an invitation to speak up
regarding your areas of expertise
Mid-level
• Volunteer for high-profile assignments
• Lead committees and task forces
Senior-level
• Build your “brand” as an industry leader
• Speak on panels, at conferences, & in the media

27. 6.
Positional
5.
Expertise
4.
Resources
3.
Informational
2.
Direct
1.
Relationships
6 Sources of Influence

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Resources Influence
Negotiating the resources you need to
do your job well.

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Build your resources influence
Early Career
• Become a good negotiator
• Learn managing without authority & managing up
Mid-level
• Suggest special projects as developmental
opportunities for others
• Understand how finances and budgets work in
your organisation
Senior-level
• Be a mentor, sponsor, and talent scout

30. 6.
Positional
5.
Expertise
4.
Resources
3.
Informational
2.
Direct
1.
Relationships
6 Sources of Influence

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Informational Influence
Having a finger on the pulse of what is
going on in your organisation,
industry, and profession.

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Become an “informational
powerhouse”
• Have some go-to sources of information.
• Pay attention to new projects, opportunities,
re-orgs, personnel changes, resource
allocations, budgets, technology, innovations,
market intelligence, legislation, etc.
• Network with other “informational
powerhouses”.
• Filter useful information from gossip or noise.

33. 6.
Positional
5.
Expertise
4.
Resources
3.
Informational
2.
Direct
1.
Relationships
6 Sources of Influence

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Direct Influence
Being firm, professional and direct
when someone’s behavior is
detrimental to the team or the
organisation.
(The 1% rule)

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Effective use of direct
influence
1) Be firm, fair and professional
2) Be direct and concise while delivering
tough news
3) Explain what was unacceptable and why
4) Share your vision of their future potential

36. 6.
Positional
5.
Expertise
4.
Resources
3.
Informational
2.
Direct
1.
Relationships
6 Sources of Influence

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Relationships Influence
The influence that comes naturally
with having a network of authentic
relationships across your
organisation, industry, and profession.

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The most important asset
you will build in your career
Your Network
(Your Sphere of Influence)

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“It’s not enough to have a bright
technical idea.
I have seen too many projects led by
great, passionate people fail because
they tried to be the lone influencer. You
have to get the right people in the boat
with you. You have to engage the entire
human fabric.”
Sophie Vandebroek, CTO, Xerox

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Increase your relationships
influence
• Think strategically about who to include
in your network.
• Build a supportive network of
collaborators, influencers and
advocates.

41. 6.
Positional
5.
Expertise
4.
Resources
3.
Informational
2.
Direct
1.
Relationships
6 Sources of Influence

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Self-evaluation
1. What are your strong sources of
influence?
2. Which do you want to strengthen?
How?

43. Copyright 2015, Women’s Leadership Coaching, Inc.
This presentation is available
BeLeaderly.com/we

44. “… a really great piece of advice I learned
early on in my career and I’ve used
continuously: never let an organisation’s
structure get in the way of achieving results.
I’ve found that one needs to operate inside
and outside of the structure, with a positive
attitude, always moving forward, filling in the
gaps where needed.”
Vivian Banta, Vice Chairman,
Insurance, Prudential Financial.