I tried being nice……Influencing Skills for the Business

Analyst

Who?•Matt Andrews•Programme Manager at RBS•But once a BA always a BA

What is Influencing?1 [mass noun] the capacity to have an effect on the character, development, or behaviour of someone or something, or the effect itself:(OED -2012)

Or

To guide towards the answer we think is best?

Why is it important for BAs?So.... Nope....To get the right solution?To drive down costs?To save time?Because we are right?Because the business

don't understand?Because we are really

right?

Because we need to free people from their pre-conceptions and fixed ideas and focus on the end result – the Business Needs

How? – A few ways... Not always by being nice though!

Persuading•Proposing and Reasoning•Logic•Suggesting / Guiding•Reasoning

Use phrases like..The figures show..•X Bank already does this.•Research shows..

Asserting•Stating expectations / Evaluating and using Incentives / Pressures•Needs / demands / Standards•Judgments•Criticism•Controlling outputs

Use phrases like..•This must be done that way because of X policy•That’s not a good idea at all because of..•We need to make a decision today

Bridging•Encouraging participation•Listening more than talking and paraphrasing what’s been said•Disclosing mistakes and showing vulnerability

Use phrases like..•So what’s your thoughts?•Hmm okay, so just to check what you’ve been saying is...•I’m not sure about the best way ahead here, it’s quite complex..

Attracting•Finding common ground•Sharing Visions•Being optimistic

Use phrases like..•We agree..•Hmm, yes absolutely•We are all singing from the same song sheet..•There are real synergies here..•This will be great..•That’s such a good idea!•This is such a clever solution

Disengaging•Postponing something•Standing back and observing / Giving feedback•Changing the subject•Taking a break

Use phrases like..•Lets look at that later•You could have handled that better..•This is just that same as X.. And it went wrong•I need to make a call...

In SummaryWe need to use all types of influencingBut none of the approaches will work without

HonestyIntegrityHaving a licence to OperateVision

Questions?