Nailing It A Systematic Approach to Career Success

Nailing It! – A Systematic Approach to Career Success By David Wilson

Why is managing our career so difficult today? Pace of change Ø Scale of change Ø Pressure all around Ø Complex matrix structures Ø Leading to: Ø Uncertainty Ø Confused agendas Ø Fragmented power

Career Success = Influence Ø Who becomes more important than what Ø Stakeholder engagement is key Ø The IT Manager, the HR Director and the Coach

Simple Process, Profound Results

Step 1: Focus: Assess your priorities and focus your Influencing Goal Top priority for you Needs one person to say yes Requires many people to Can be achieved in one Need to overcome tough Belongs to someone else think, feel or act differently opposition Plan of action over several months Important to other people as well. meeting Easily understandable logic which everyone can agree to More of a wish

Step 2: Identify: Work out which stakeholders can have the biggest impact v Bosses v Workers v Advisers v Suppliers v Movers and Shakers v Disrupters

Step 3 : Analyse: Map the position of each stakeholder Relationship: Trust Openness Frequency Agreement: Benefit Agreement Activity

Step 3 : Analyse: Map the position of each stakeholder Relationship: Trust Openness Frequency Agreement: Benefit Agreement Activity

Step 4 : Plan: Decide your strategy for increasing buy-in 1. Concentrate on impact 2. Shift the greys 3. Move up and right 4. Movements inside the boxes 5. Advocates are top priority 6. Critics make great opponents 7. Ignore your Enemies 8. Remember the indirect routes

Step 5 : Engage: Adapt your approach to influence your stakeholders Tactics • • • Inspirational Appeals Consultation Rational Persuasion Ingratiation Personal Appeals Exchange Pressure Legitimating Coalition Styles • • Sociability & Networking Determination Emotional Control Tact & Diplomacy Skills • • Self-Awareness Understanding Others Understanding Groups Influencing Individuals Influencing Groups Networking Building Trust

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