1. 2009 Institute for Staff Development Students Today, Leaders Tomorrow INFLUENCING THE BUSINESS COMMUNITY 1 BILL BRYAN CSSR 7/8/09

3. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 3 OBJECTIVES

4. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 4 AGENDA

5. What is it? What does it look like in action? 0% PROFICIENCY What’s my current level of proficiency? How do I become more proficient? 1 Recognition 2 Understanding 3 Self-Assessment & Validation Specific Skill Practice 5 Integrated Skill Practice 6 On The Job Application EFFORT 100% TIME 4 Specific Skill Practice What capabilities do I need? Knowledge, Skill & Talent Acquisition & Shaping Process 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 5

6. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 6 GOALS & CHALLENGES

7. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 7 (1) DIMENSIONS OF DIFFERENCE

8. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 8 (2) DIMENSIONS OF DIFFERENCE (cont’d)

9. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 9 (3) DIMENSIONS OF DIFFERENCE (cont’d)

10. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 10 INFLUENCE STEP 1: UNDERSTAND COMMMITMENT

11. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 11 INFLUENCE STEP 2: IDENTIFY WHAT’S IN IT FOR THEM

12. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 12 (4) INFLUENCE STEP 3: CONDUCT STAKEHOLDER ANALYSIS

13. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 13 (5) INFLUENCE STEP 4: CONDUCT RESISTANCE ANALYSIS (A)

14. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 14 MOTIVATION/COMMITMENT FORMULA

15. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 15 (6) INFLUENCE STEP 4: CONDUCT RESISTANCE ANALYSIS (B) INFLUENCE-SUPPORT MATRIX Stakeholder Communication & Influence Planning SUPPORT HIGH LOW LOW INFLUENCE A C B D Advocate Detractor E F G I H

16. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 16 PERSONAL INFLUENCE

17. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 17 INFLUENCE STEP 5: UNDERSTAND WHAT MAKES PEOPLE TICK

18. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 18 INFLUENCE STEP 6: UNDERSTAND INFLUENCE ELEMENTS

19. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 19 INFLUENCE ELEMENTS (cont’d)

20. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 20 INFLUENCE STEP 7: BUILD & LEVERAGE YOUR POWER BASES

21. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 21 (7) INFLUENCE STEP 7: POWER BASES (cont’d)

22. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 22 INFLUENCE ELEMENTS (cont’d)

23. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 23 INFLUENCE STEP 8: UNDERSTAND & ASSESS MOTIVES

24. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 24 (8) INFLUENCE STEP 8: MOTIVES (cont’d)

25. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 25 (9) INFLUENCE STEP 8: MOTIVES (cont’d)

26. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 26 INFLUENCE STEP 8: MOTIVES (cont’d)

27. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 27 INFLUENCE ELEMENTS (cont’d)

28. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 28 INFLUENCE STEP 9: LEARN & APPLY INFLUENCE SKILLS

29. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 29 (10) INFLUENCE STEP 9: INFLUENCE SKILLS (cont’d)

30. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 30 INFLUENCE ELEMENTS (cont’d)

31. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 31 INFLUENCE STEP 10: EXPAND LEADERSHIP STYLE OPTIONS

32. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 32 INFLUENCE STEP 10: LEADERSHIP STYLE (cont’d)

33. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 33 (11) INFLUENCE STEP 10: LEADERSHIP STYLE (cont’d)

34. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 34 (12) INFLUENCE STEP 10: LEADERSHIP STYLE (cont’d)

35. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 35 (13) INFLUENCE STEP 10: LEADERSHIP STYLE (cont’d)

36. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 36 INFLUENCE ELEMENTS (cont’d)

37. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 37 INFLUENCE STEP 11: EXPAND PLANNING STYLE APPLICATIONS

38. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 38 (14) INFLUENCE STEP 11: PLANNING STYLE (cont’d)

39. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 39 (15) INFLUENCE STEP 11: PLANNING STYLE (cont’d)

40. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 40 (16) INFLUENCE STEP 11: PLANNING STYLE (cont’d)

41. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 41 (17) INFLUENCE STEP 11: PLANNING STYLE (cont’d)

42. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 42 (18) INFLUENCE STEP 11: PLANNING STYLE (cont’d)

43. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 43 (19) INFLUENCE STEP 11: PLANNING STYLE (cont’d)

44. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 44 INFLUENCE STEP 11: PLANNING STYLE (cont’d)

45. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 45 (20) INFLUENCE STEP 11: PLANNING STYLE (cont’d)

46. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 46 (21) INFLUENCE STEP 11: PLANNING STYLE (cont’d)

47. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 47 (22) INFLUENCE STEP 11: PLANNING STYLE (cont’d)

48. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 48 (23) INFLUENCE STEP 11: PLANNING STYLE (cont’d)

49. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 49 (24) INFLUENCE ANALYSIS & PLANNING WORKSHEET

50. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 50 (25) INFLUENCE WORKSHEET (cont’d)

51. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 51 (26) INFLUENCE WORKSHEET (cont’d)

52. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 52 (27) INFLUENCE WORKSHEET (cont’d)

53. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 53 CASE ANALYSIS/INFLUENCE PLANNING

54. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 54 INFLUENCE: NEVER FORGET!!!

55. 2009 Institute for Staff Development © 2009 CSSR, Inc. All rights reserved. 56 (28) NOTES