1. March 8, 2007 1 Managing Through Influence – Yours and Theirs March 8, 2007 Marie E. Nelson Vice President, Texas Operations Xerox Corporation

2. March 8, 2007 2 Managing Through Influence – Yours and Theirs AGENDA nWelcome / Background nLeaders vs. Managers – Is there a difference? nLevels of Influence nGetting the most from Others nQ & A

3. March 8, 2007 3 Managing Through Influence – Yours and Theirs

4. March 8, 2007 4 Managing Through Influence – Yours and Theirs Leaders vs. Managers....... Is there a difference?

5. March 8, 2007 5 Managing Through Influence – Yours and Theirs Managers n Starting point is today n Focused on the task at hand Leaders n Starting point is the future n Focused on where they are headed

6. March 8, 2007 6 Managing Through Influence – Yours and Theirs He who thinketh he leadeth and hath no one following him is only taking a walk Leadership is Influence

7. March 8, 2007 7 1. Position Managing Through Influence – Yours and Theirs 5 Levels of Influence Rights – People follow because they have to

8. March 8, 2007 8 1. Position Managing Through Influence – Yours and Theirs 2. Permission Relationships – People follow because they want to

9. March 8, 2007 9 1. Position 3. Production Managing Through Influence – Yours and Theirs 2. Permission Results – People follow because of what you have done for the organization

10. March 8, 2007 10 1. Position 3. Production Managing Through Influence – Yours and Theirs 4. People Development 4. People Development 2. Permission Reproduction – People follow because of what you have done for them

11. March 8, 2007 11 1. Position 3. Production 5. Personhood / Respect 5. Personhood / Respect Managing Through Influence – Yours and Theirs 4. People Development 4. People Development 2. Permission Respect – People follow because of who you are and what you represent

12. March 8, 2007 12 Managing Through Influence – Yours and Theirs Getting the Most From Others n Its All About the Attitude n Have a Passion, Energy & Enthusiasm n Good Communication Skills/Listening to your people n People are Boss Watchers n Trust – Handle It with Care

13. March 8, 2007 13 Managing Through Influence – Yours and Theirs Q & A

14. March 8, 2007 14 Managing Through Influence – Yours and Theirs My Influence My life shall touch a dozen lives Before the day is done. Leave countless marks of good or ill, Eer sets the evening sun. This, the wish I always wish, The prayer I always pray; Lord, may my life help others lives It touches by the way.

15. March 8, 2007 15 Managing Through Influence – Yours and Theirs THANK YOU