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Lead with Influence

A Proven Process to Influence Without Authority

5-Week Experience

Program Objectives

  • Become a true consultant to stakeholders
  • Develop a personal reputation that will earn a seat at the table
  • Move from addressing tactical needs to developing a strategic partnership
  • Evolve to a deeper understanding of broader organizational context
  • Provoke stakeholders to consider new approaches

Program Overview

This course is essentially about leading without authority. It’s about positioning yourself as a trusted advisor, a consultant, a partner to whomever you’re trying to influence. You might be in a functional department trying to influence people in another department. Perhaps you’re leading an effort without direct management or budget authority. Maybe you’re trying to influence clients, suppliers, board members, peers, or your own children. This course will improve your success.

It's more about horizontal leadership than vertical leadership. As you look across organizational silos or dotted lines, this is your opportunity to step up with a more proactive approach.

Move from being viewed as an order-taker or a doer. Realize your potential as an influencer.

You’ll learn a proven process for engaging others in more meaningful conversations about change and new ideas. The process follows these four steps:

Position: Demonstrate that you’re a trusted partner and invite more strategic dialogue.

Probe: Ask better questions that cause others to engage and think differently.

Propose: Explain your ideas and recommendations in an engaging way.

Persuade: Handle pushback, manage anxiety and get commitment.

This program will help you write better emails, run better meetings, deliver better presentations and have better conversations. By making these improvements, you’ll deepen trust with others who have competing priorities or perspectives. This will result in stronger results for you and your organization.

Beyond these results, you’ll increase engagement in your work as you increase alignment between what you do and the outcomes you’re driving.

Program Breakdown

Kick-Off Session

Objectives




  1. 1.Overview of the program
  2. 2.Set initial individual goals
  3. 3.Set up the Skills Assessment

Session 1: Key area

Objectives

Increase Trust

  1. 1.Improve personal leadership presence
  2. 2.Become more proactive at initiating influence interactions
  3. 3.Build more vulnerability-based trust
  4. 4.Elevate your perspective of value

Session 2: Key area

Objectives

Frame an Influence Conversation



  1. 1.Initiate influential interactions
  2. 2.Understand how to articulate value to stakeholders
  3. 3.Establish a more strategic context for meetings

Session 3: Key area

Objectives

Draw Out the Interests of Others



  1. 1.Increase awareness of strategic, tactical and personal interests
  2. 2.Ask more consultative and challenging questions
  3. 3.Demonstrate deeper and more empathetic listening

Session 4: Key area

Objectives

Make a Compelling Recommendation



  1. 1.Make ideas clear and concise for greater understanding
  2. 2.Walkthrough recommendations using a framework that maximizes buy-in
  3. 3.Increase stakeholder engagement through presentation structure and delivery

Session 5: Key area

Objectives

Work Through Resistance and Push-back

  1. 1.Broker and develop ongoing internal & external relationships
  2. 2.Deal with difficult people, conflict, and negotiation
  3. 3.Position ourselves as a long-term partner and advisor

Sustainment Session

Objectives


  1. 1.Review key concepts from program
  2. 2.Report on the application results
  3. 3.Commit to ongoing application


The training was exceptional. It required a significant amount of introspection into what I do well and what I need to improve. It was a great opportunity to collaborate with fellow employee owners on the challenges they face and solutions they take to achieve success with customers internally and externally. - Graduate of Lead with Influence


Enhanced with Lead with Influence by Matt Norman

Millions of subject-matter experts, functional leaders, requirements gatherers, and problem solvers have opportunities to influence every day. Instead, too often they merely respond to requests and take orders from their stakeholders. By not exercising their unknown superpower, they miss opportunities to break down silos, improve collaboration, and accelerate the best decisions for the organization.

Organizations desperately need more positive leadership and influence to innovate, solve big challenges and develop a healthy culture. If more people could discover how to use their superpower, they’d not only drive impact, but they would elevate their own perceived self-worth, leading to higher engagement and better mental and emotional wellbeing.
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​Lead with Influence is designed to help people discover the most impactful approach to influencing without authority, coercion, manipulation or force. It is a practical guide to influence that builds trust and relationships. It provides clear patterns and mental models, grounded in neuroscience, for communicating in a way that generates engagement, buy-in and cooperation.


Dale Carnegie Training North Central US

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Minnesota | minnesota.dalecarnegie.com or 952.548.5600

Iowa | iowa.dalecarnegie.com or 515.221.9142

Nebraska | nebraska.dalecarnegie.com or 515.450.4278

South Dakota | southdakota.dalecarnegie.com or 319.331.2620

Southwest Wisconsin | southwest-wisconsin.dalecarnegie.com or 608.445.8580