How to Influence

Jo Owen has an outstanding track record of leading and creating businesses in the UK and Japan. Most recently he is the founder and Director of Strategy for Teach First - a not for profit initiative that takes the top graduates from UK universities and places them in inner city primary schools for two years before going on to a corporate career. He writes the leadership column for the Institute of Directors and as Director of Strategy for Teach First is shaping their "Learning to Lead" programme for top UK graduates. Jo is the author of the bestselling How To Manage and How to Lead.

Introduction

Why influencing is so important.



1. The respect agenda (the partnership principle/build your franchise)

Shows how to become the colleague that everyone wants to work with.

Earning trust and credibility

Honesty, not morality

Find a claim to fame, and stake your claim

Act the part: positive, future focus, action bias

Look the part



2. Weave your web

Shows how to build a power base that helps you make things happen.

Build a network of alliances and support across the organisation with the key players:

Boss, godfather/mentor, colleagues, your team, gatekeepers and technocrats.

Who you need

How to get them on your side



3. Walking in other people's shoes.

Shows how to win the support of your colleagues

Listening

Establishing credibility fast and keeping it

Finding alignment: common interests, needs

Working around constraints, problems, priorities and risks

Adapting your style: the chameleon principle



4. Persuasive conversations

Shows how to structure a conversation so that it comes to a positive conclusion.

Preparing for a conversation

Timing the conversation

Managing the logical flow

Dealing with emotions

Pre-empt objections

Following up



5. Moments of truth

Shows how to deal with the key moments when power ebbs or flows from you.

Picking your battles

Crises and conflict

Meetings

Budgets and assignments