influence and impact: getting your innovative ideas noticed
TRANSCRIPT
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NORCAL
#Norcalbma NORCALBMA.ORG
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©2013 Mariposa Leadership, Inc.
Influence & Impact: Getting Your Innovative Ideas Noticed
NorCal BMA February 25, 2015
Sue Bethanis, CEO, Mariposa Leadership, Inc. ©2015 Copyright Mariposa Leadership, Inc. All Rights Reserved.
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Influencing… is the single most talked about topic
in our coaching conversations!
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Mindset behind influencing: Leader as designer
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1. Design BIG experiences: Use a powerful design process to get your ideas green lit
2. Design little experiences: Influencing skills you can use every day • Networking • Getting people’s attention • Understanding other’s motivation/decision making
Two Topics on Influence for Today
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If you are multitasking: @norcalbma #norcalbma
#influence&impact @suebethanis
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• Interview the person sitting next to you. Ask her/him: What do you do to influence others with impact?
• To yourself: Brainstorm more ideas here
• What is the best idea, one you want to share and put into action?
Baseline & Brainstorm
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Create a BIG Picture/Experience: Get green lit using a solid Design Thinking approach
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* Model inspired from the Stanford School of Design’s course “Design Thinking and the Art of Innovation”
Design Thinking Breakthrough! Model
Empathy Brainstorm Prototype Implement
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• Get those being affected by change involved up front
• Cultivate relationships so to withstand resistance and adversity
• Build biz case for your project/idea/service/experience. What is the NEED?
Influencing Throughout the Design Process
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• Openness to feedback
• How open are you to being influenced about your ideas?
Set in ideas Open to feedback
Being Influence-able in the Prototype Phase
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• Who is the real decision maker?
• What is your relationship with this person?
• What is his/her motivation to greenlight?
• How will he/she make the decision to greenlight?
• Is it all about the business case or are there other reasons the person will give the greenlight?
Influencing/Pitching After Prototyping
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Create a little picture/experience: Individual Influencing Skills
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Networking/Relationship-Building
• Getting your idea(s) greenlit is as much about relationships as your great idea
• Build relationships when you don’t need something
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• Curiosity
• Utility
• Clarity
Getting People’s Attention
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• Confidence/Conviction
• Authenticity/Credibility
• Approachability
States of Executive Presence
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• Authority (boss wants this; research shows….) • Social Proof (our competition is doing this! Our customers
have said….) • Likability (your relationship) • Reciprocity (I will do this, will you do that?) • Scarcity (first in, let’s go quick) • Consistency (get public commitment)
What Influences People? Cialdini’s Six
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• What is one idea you learned today that you will put into action?
• Please a moment to draw a representation of this action; then discuss with a colleague
Take-Away
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Learn more:
www.hbr.org: Robert Cialdini’s Harnessing the Science of Persuasion
www.danpink.com: To Sell is Human
www.mariposaleadership.com: Executive Guide to Design Thinking
Follow: @suebethanis @mariposaleader
Connect: [email protected]
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Being Heard: How B2B Marketers Can Get Above the Noise in the Marketplace Join us to learn: • Why it’s not enough to have a great product, creative service, or terrific technology. • The 8 marketing factors that help organizations rise above • The importance of building integrated marketing initiatives • The 5 momentum factors
Linda Popky Founder & President, Leverage2Market Associates
March 25 – Monthly Meeting
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#Norcalbma NORCALBMA.ORG