Influence Using the CDF Competencies …

They’re Not Just For Clients

Presented and compiled by: Cathy McCafferty-SmithAlicia Beck

A nice, calm, respectable lady went into the pharmacy, walked up to the pharmacist, looked straight into his eyes, and said, "I would like to buy some cyanide."

The pharmacist asked, "Why in the world do you need cyanide?“ The lady replied, "I need it to poison my husband."

The pharmacist's eyes got big and he exclaimed, "I can't give you cyanide to kill your husband. That's against the law! I will lose my license! They'll throw both of us in jail! All kinds of bad things will happen. Absolutely not!””

“You CANNOT have any cyanide!"

The lady reached into her purse and pulled out a picture of her husband at a fancy restaurant, having dinner with the pharmacist's wife.

The pharmacist looked at the picture and replied, "Well now, that's different. You didn't tell me you had a prescription.“

Motivation: Not this Kind of Influence

Influence Using the CDF Competencies …

Exercise: Think about a time when you influenced a change successfully

Cathy’s example: Jill and high school tennis

Let’s Reframe the Career Development Process

Self Awareness – Know U (Who am I?)

Career Exploration – Know Them (Who/What Are They?)

Matching/Decision Making (Elimination and Choice)

Planning – How to Get There (Expectations and Process)

Evidence – Success/Continuous Improvement (Portfolio Data)

How to Begin Your Influence Partnership

Change theEnvironment

Using our Career Development Skills Strategically: Influencer Strategies

DesignRewards &

ExpectAccount-

ability

HarnessPeer

Pressure

Make theUndesirable

Desirable

Find StrengthIn Numbers

SurpassYour Limits

PERSONAL

SOCIAL

STRUCTURAL

MOTIVATION ABILITY

Adapted from Influencer: How to Change Anything -2008 Vital Smarts

What’s already in our tool box?

How do we make connections?

How to Begin Your Influence Partnership

Let’s Review: CDF Skills …

Helping - SOLER - Empathy - Active Listening

• 90% of communication is non verbal … So what is our message really saying?

Diversity - Culture - Gender - Values - Skills

• Develop the thinking: “I need your perspective and you need mine”

How to Begin Your Influence PartnershipHow to Begin Your Influence Partnership

Assessments

Awareness of both you and the others you wish to influence • Values/Motivators – Know both theirs (and yours)

• Personality – How “you” and “they” take in/process information

• Skills – Strengths and gaps you/others can fill for each other

• Internal Barriers – How do “you” stop “you?” example Dana /math coach/ a T

How to Begin Your Influence PartnershipHow to Begin Your Influence Partnership

Group Dynamics and Training• Can we assume they know what career development really is?  

• Do we know the right messages to W.I.F.M.?

• What assumptions have we made? (Both sides of issues)

Program Management • Selling our programs to our leaders and colleagues (like clients)

• How do we meet their goals, mandates, personal values?

How to Begin Your Influence PartnershipHow to Begin Your Influence Partnership

How Do Our CDF Skills Transfer to Influencer Skills?

Personal Motivations• What are your strongest motivations? • What are theirs? • Do they align or conflict?

Personal Abilities • What are your strongest skills? • Demand more from yourself - stretch goals - develop a new “reputation”

Main Point: Utilize others’ motivations, goals, data, experiences, values … Make it easier behavior than what they are already doing … work smart

example: Moodle online course “facilitation”/parking lot stress

How to Begin Your Influence PartnershipPersonal Motivations/Abilities

How to Begin Your Influence Partnership

Action Level 1 – Personal Motivations/Abilities • Try learning their language - translation of common terms, data, etc.

• Go to their events/conference … expand your network

• Devote time to practice new behaviors with clear, specific, repeatable actions (increase your abilities)

• Get feedback from those you trust

Main Point: Make one change at a time, know their work, change your behaviors!

example: Targeted Service /Terminology

Social Motivations, Safety in Numbers: Harnessing Peer Pressure

Action Level 2 – Using Social Motivations

• Who are the people that get listened to and followed?

• How can we identify the opinion leader influence “hubs” that can help us (networking skills)?

• How can we help build our colleagues’ and leaders’ skills and understanding?

Main Point: Turns a “me” problem into a “we” problem ...

How to Begin Your Influence PartnershipSocial Motivations, Safety in Numbers: Harnessing Peer Pressure

How to Begin Your Influence Partnership

Do we need a lot of opinion leaders?

Where can we find them?

What about a new network you have never tried?

Building Our Opinion Leader Network

Opinion Leader/Stakeholder “Hub” Map Example

Parents/Business/ Community

State/WB

Professional Associations Colleagues

Me

It’s Assessment All Over Again! … Building Allies

Start with the simple … work towards more complex …• What strength do you like using best?

• What is already working for us?

• If you could fix one thing around here what would it be? Main Point: Start with personal, casual topics first (build trust first)

How do you make the un-discussable discussable? (often unwritten rules) example: EPDP/ safety in numbers

How to Begin Your Influence PartnershipSocial Motivations, Safety in Numbers: Harnessing Peer Pressure

• What about vicarious experience? (others’ successes, case studies, articles, others support outside of your world)

Example: Johnny’s mom/UTICE

• Influence with data and stories !

Why both?

The Goal: Find the opinion leader(s) who have the most influence and create new cultural (behavior) norms … together

How to Begin Your Influence PartnershipSocial Motivations, Safety in Numbers: Harnessing Peer Pressure

How can you change the proximity to your influencers (physical space)?

• Create frequency - Re-occurring relationship encounters (use physical space and tools)?

• Make it easy - make hard tasks easier for everyone

Example: time/ error reduction banking – trouble shooting

• Make it unavoidable - make it impossible to do the wrong things (peer pressure, coaches/barriers)

• Structure behaviors into a daily routine

How to Begin Your Influence PartnershipChange the EnvironmentChange the Environment

How Can You “Reward” Behavior Change?

How can you make behavior change look more appealing than staying the same?

• Use incentives wisely … If you’re doing it right, less is more

• Reward behavior change, not just results (example: Not just a CC event but within a curriculum process- example: Cathy C /Visions

• Reward right results (publicly or privately as they prefer) • If all else fails, use consequences (maybe leader’s role…careful!)

How to Begin Your Influence PartnershipStructural Process

Career Development Processes

Strategic Thinking

CDF Topic/ Competency

Influencing Strategies

Who Are They?

Career/Others Focus on Exploration of What is in Place?

What is Needed?

Who are the people you need to help you with the change you’re trying to make?

What is important to them?

What are their goals?

Alignment?

Assessments

Goal Setting

Group Dynamics

Helping Skills

Diversity

Ethics

Social Motivation

Harness Peer Pressure

Find Strength in Numbers

Career Development Processes

Strategic Thinking

CDF Topic/ Competency

Influencing Strategies

Who Am I? Can you articulate what and why you want change?

What are your own internal barriers that stop you from having the needed conversation?

Assessments

Interests and Values

Personal Motivation(Values)

Personal Ability

(May need to improve your and/or their knowledge and skills)

Career Development Processes

Strategic Thinking

CDF Topic/ Competency

Influencing Strategies

Matching/ Decision Making

Elimination and Choice

On which interests, values goals do you agree?

Is there anyone in your network that can influence this person?

Assessments

Diversity

Employability (Networking)

Social Motivation

Find those with Influence/Find Strength in Numbers

(See Networking Hub template)

Career Development Processes

Strategic Thinking CDF Topic/ Competency

Influencing Strategies

Planning

Expectations

What data or anecdotal stories can help you with this people behavioral change? What does good look like?What physical or communication tool changes can you make to help you be closer in proximity to decision makers?

Goal Setting

Ethics

Technology

Design rewards for behavior change

Change the current environment/ working smarteraccountability

Career Development Processes

Strategic Thinking

CDF Topic/ Competency

Influencing Strategies

Evidence of Success

What small changes can you influence that lead to bigger ones?

What data or anecdotal stories will demonstrate the change?

Smart Goals “Portfolio”

Data

Data / Continuous Improvement

Summary:

Use your CDF skills as transferable skills for Influence with others beside just clients (Ethically!)

• 4 - 6 of these Influencer strategies are needed for lasting change

• You need others - you can’t do it alone (networking)

• What strengths do you have? What strengths can others provide? Skills, Process and Structure

• How do you build other skills? Think about CDF tune ups.

How to Begin Your Influence PartnershipChange the EnvironmentCDF and Influence

How to Begin Your Influence Partnership

For more information contact find us on Linked In:

Cathy McCafferty-Smith Alicia Beck

Come join us in the: CDF Influencers Connectors - Linked In Group http://www.linkedin.com (Search under groups)

Thank you for being Influencers!