April Issue: Three steps to be more influential and authentic self

Apart from my managerial jobs early in my career, in order to achieve something meaningful and important, I have had no means to push people to do things. My only chance to achieve anything, has been to learn means to help people to get interested, motivated, and into taking the necessary steps towards the wilderness of new ideas, markets and ways of working. Here is what I have learned over the years that seems to work, at least for me.

1. Leveling. How you begin dictates the ending in any intervention, whether a speech, workshop or meeting with a team of people. Leveling is closely connected with the idea of ethos in Aristotle's principles of rhetoric. Being authentic self and being inclusive to other authentic selves. People who are doing leveling naturally are typically interested in people in general and have a curious mind making them active listeners - keen to understand more than keen to respond. Another important behavior is the ability to focus on what unites us more than what makes us apart, building on common ground. For us not so natural in leveling, it could be important to understand the importance of your first few milliseconds in entering the room and greeting people. Based on research, the fast thinking mode in our brains (#Daniel Kahneman) pigeon holes new people we meet unconsciously as either friends or enemies based on our posture, facial expressions and, yes, clothing. It may take some extra effort to turn over a negative perception into a positive one trough your actions and behavior, so why not pave the way to successful leveling by thinking about the audience and the meeting set-up before hand. For me, I always think as a mental exercise that I am going to meet my future best friends and I need to show my respect and appreciation by the way I behave and dress. Secondly, I try to share why I have the right to be there - why should they be interested to work with me or listen to me. This takes us into the second step, Learning.
2. Learning. When you have established the common ground trough leveling it is time to raise the interest on topic or issue at hand and engage people into a joint learning journey on why, what and how. A combination of Pathos and some Logos in the Aristotle's principles of Rhetoric. If I am making a speech, I need to have the wake-up call at first. Why should you care? Secondly I need to have my ideas presented rooted in facts and analysis. Not just giving wild ideas, but sharing the two sides of rational thinking - the data driven analytics AND the people side - cases, references, and who have been part of the process so far - showing my street credibility and not just the analysis. Now that I have their interest, motivation, I need to secure action and it is time for the Leverage.
3. Leverage. Leverage is all about understanding what are the hurdles we need to manage in order to get the actions rooted into everyday behavior for sustainable results. Typically these are related to key people supporting the actions, having a reasonable and doable roadmap for step by step progress, and understanding the tweaks needed at systemic level to support the actions, such as incentives, authority (roles and responsibilities), work processes and tools, and finally the way to get management support when needed. The need for leverage depends on the magnitude and complexity of the desired change. More often than not, we can use the agile start-up model, starting with the minimum viable change and working with work sprints and pilots to learn fast what works and where the original assumptions were right. In any speech, workshop or any other intervention I make, I always try end with Leverage, some meaningful and yet possible actions we can and should start right away - and also an idea of the possible high level road map ahead. Too, often this third part is missed, letting for the people to invent actions on their own. Sadly ending the Passion for change to die in a fizzle.

These were my humble learnings, what are Yours? Sharing is caring :)

#agilechange, #influencing #leadership