Become a Person of Influence With Jo Miller

Reagan Craven Director of Talent Acquisition Welcome Reagan Craven Director of Talent Acquisition

Jo Miller Women’s Leadership Speaker and Founding Editor of BeLeaderly.com 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 women’s initiatives. A leading authority on women’s leadership, Jo delivers more than 70 speaking presentations annually to audiences of up to 1,200.

I HAVE SOME UNIQUE KOALAFICATIONS

Are you the best kept secret in the organization? Are you the best kept secret in your organization?

Influence

“In my company, influencing skills are the single most important success factor after knowing your job.”  JoAnna Sohovich, CEO The Chamberlain Group

Are influence and power good or bad?

Are influence and power good or bad?

Are influence and power good or bad?

Try to influence a situation Become a person of influence

The Fundamental Truth About Influencing…

Dog Psychology Center

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

“You can influence others in every conversation you have “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

Characteristics of an influential role model “Who is a strong, positive influencer that you admire? What qualities or characteristics are the source of their ability to influence so effectively?”

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

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

Building 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.

30-second commercial Name Job title I am responsible for a, b, c. Come directly to me when you need x, y, z.

I hate to bust your bubble.” “There is a myth that the higher you go in the organization 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

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

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

Expertise Influence The influence that comes from your background, qualifications, experience and accomplishments.

“It’s not what you know and it’s not who you know “It’s not what you know and it’s not who you know. It’s who knows what you know.” Nora Denzel, Board Director, Ericsson and AMD

Make your expertise visible Early career Work less! Promote your accomplishments Mid-level Volunteer for high-profile assignments Lead committees and task forces Senior-level Build your “personal brand” as an industry leader Speak on panels, at conferences, and in the media

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Increase your relationships influence Think strategically about who you’d like to include in your network. Build a supportive network of connectors, collaborators, influencers, mentors, sponsors, and advocates.

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

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

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

Leadership Presence

What is “leadership presence?”

— Executive Director, UBS “Leadership presence is a quality that is almost impossible to define, yet we all know it when we see it.” — Executive Director, UBS

Leadership Presence by Kathy Lubar and Belle Linda Halpern “Why is it that when some leaders enter a room they automatically command the attention of those present? What is it they have? They have presence.” Leadership Presence by Kathy Lubar and Belle Linda Halpern

— Kelly Easterling Audit Principal, Rothstein Kass “When they leave the room, you remember them more than you remember anyone else.” — Kelly Easterling Audit Principal, Rothstein Kass

Leadership presence comes in many forms The charismatic leader The supportive leader The tell-it-like-it-is leader The thought leader The “grace under fire” leader The authoritarian leader The quiet leader

  “It’s almost as if they have ‘leadership pheromones’. They elicit a natural response to follow them.” — Nina Simosko Head of Strategy, Planning & Operations, Nike Technology

Is it more important to be liked or respected?

The Charisma Myth, by Olivia Fox Cabane. “The equation that produces charisma is fairly simple. All you have to do is give the impression that you possess both high power and high warmth, since charismatic behaviors project a combination of these two qualities.” The Charisma Myth, by Olivia Fox Cabane.

“We ask: do I like this person (warmth/trustworthiness) And do I respect this person (power/competence)?” — Amy J.C. Cuddy Associate Professor of Business Administration, Harvard Business School

Warmth Authority Leadership Presence “Warmthority”

Is it more important to be liked or respected?

“A growing body of research suggests that the way to influence —and to lead— is to begin with warmth.” “Connect, Then Lead,” Amy J.C. Cuddy, Matthew Kohut, and John Neffinger, Harvard Business Review.

3 channels for communicating with presence 38% LEADERSHIP PRESENCE Words Vocal tone Body language 7% 55%

— Luann Pendy Senior Vice President of Global Quality, Medtronic “Meetings are your greatest opportunity to be visible and show your organization what you bring to the table.” — Luann Pendy Senior Vice President of Global Quality, Medtronic

your audience ENGAGE PERSUADE

“If you don’t have a seat at the table, bring your own chair.” — Midy Aponte

Ready to lead, climb and thrive? Sign up for my newsletter. Get a copy of this presentation at BeLeaderly.com/abbvie

We’re almost done! Our behavior teaches people how to treat us 6 Sources of Influence Warmth + Authority = Leadership Presence 3 channels for communicating with presence Engage and persuade in meetings

“It’s not enough to have a bright idea “It’s not enough to have a bright 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