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

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

3. 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!

4. Stakeholder Analysis Examples

5. 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

6. Think Like an Influencer
PERSUADE: First used in
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)

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

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

9. 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

10. 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 , The Sydney Morning Herald

11. 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.”

12. 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.

13. Questions and References
Problem Solving
Stakeholder analysis graphic
Change Management
Influencer Model
Little Slices of BIG Truths