Influencing Stakeholders Eastern Iowa IIBA Chapter meeting 2017 February 15 Presented by: Kathy Johnson

Baseline Problem Solving Stakeholder analysis Change Management Examples Stakeholder analysis Change Management Influencing Motivation for Change

Problem Solving Step 1: Potential Step 2: Obstacles Step 3: SMART Goal Step 4: ID systemic root cause Step 5: Task plan Step 6: Implement Step 7: Verify Step 8: Enjoy!

Stakeholder Analysis Examples

Change Management Awareness of the need for change Desire to support the change Knowledge of how to change Ability to demonstrate new skills and behaviors Reinforcement to make the change stick

Think Like an Influencer PERSUADE: First used in 1505-1515 Based on Latin words meaning Advise through to Completion Verb: cause (someone) to do something through reasoning or argument Synonyms: coax · convince · get · induce · win over · bring around ·coerce · influence · sway · inveigle · entice · tempt · lure · cajole · wheedle ·  procure · sweet-talk · twist someone's arm · make MOTIVATE: First used in 1836, French or German Verb: stimulate (someone's) interest in or enthusiasm for doing something Synonyms: prompt · drive · move · inspire · stimulate · influence · activate · impel ·push · propel  · spur (on)

Influence: The ability to change behavior Influence: The ability to change behavior. It’s one of the most important capacities we possess.

Clarify Measurable Results The measure of a measure is how it influences behavior. – Joseph Grenny, Influencer, Vital Smarts

Influence Challenge INFLUENCE CHALLENGE! Are there results you’d like to achieve? Does your challenge require someone to change behavior? Is that someone you? Is the problem that your behavior is affecting the behavior of others? IF NOT, TRY AGAIN. WE ARE TALKING ABOUT IMPACTING BEHAVIOR OF OTHERS. Will having a conversation solve the problem? AWESOME. DISCUSS. Would resolving the challenge improve results? Do you care about those results? Is the challenge persistent or ongoing? INFLUENCE CHALLENGE! Challenge others for the right reasons. - Bob the BA, Bob Prentiss

Strategies Crucial Moments: The point in time where the right behavior, if enacted, leads to the results you want. The “When” Vital Behaviors: High-leverage actions that, if routinely enacted, will lead to the results you want. The “What” Commitment: Buy in vs compliance Explore motivations that already exist vs providing information. Ask influential questions about values they already have. Your project will live or die depending on your ability to persuade important contacts. – Chris Gaborit, August 29 2014, The Sydney Morning Herald

Influence Sources MOTIVATION ABILITY PERSONAL SOCIAL STRUCTURAL Want Make undesirable, desirable “It’s not me.” Can Surpass your limits Skills, Knowledge, Techniques “I am having trouble figuring it out.” SOCIAL Others encourage Harness peer pressure. “Boss told me.” Others help Find strength in numbers. “Management won’t approve.” STRUCTURAL Environment encourages Design rewards and demand accountability. “I don’t get paid for that.” Environment supports Change the environment. “That’s not the process.”

Review Multiple methods to understand and implement change. Problem Solving, Stakeholder Analysis, Change Management, Influencing Think like an influencer Changing someone’s behavior. Persuade vs Motivate Influencer Model Clarify Measurable Results Identify Vital Behaviors Diagnose Influence Source Commitment: Buy in vs compliance Explore motivations that already exist vs providing information. Ask influential questions about values they already have.

Questions and References Problem Solving https://www.sps-cl.com/ Stakeholder analysis graphic http://www.sketchbubble.com/ Change Management https://www.prosci.com Influencer Model https://www.vitalsmarts.com/influencer/ http://www.dictionary.com Little Slices of BIG Truths https://www.bobtheba.com/