Influencing Rather than Dictating Knowledge Work
My friend Jamie leads a large technology organization. Last week I joined him for an all-hands Q&A about my latest book, Lead with Influence. Jamie previously read and reviewed the book, so he asked really thoughtful questions that apply especially to knowledge workers.
Because so many readers of my posts are in knowledge work and, specifically, technical fields, I thought you might appreciate “listening in” on that Q&A. What follows are highlights from that conversation, edited for length and clarity.
Jamie: Matt, could you give us a brief overview of your newest book “Lead with Influence” and the core principles behind leading without authority?
Matt: It’s a fable about a leader with a great idea who needs to marshal support from a variety of people who are all busy, distracted and have competing priorities. She learns and applies practical skills to get their attention, engagement and commitment.
It’s really about moving from a doer to a collaborator/consultant. The core principles are:
- position conversations to be strategic and conversational,
- probe to understand people’s motivations and help them realize their need to change,
- present your ideas effectively, and
- persuade them to push past their hesitation to commit.
What role does empathy play in leading without authority, especially when trying to understand and connect with customer problems in a technology context?
It plays a role in three primary ways:
- It reminds us to connect with both parts of the brain — the logical and the emotional.
- It helps us better understand the broader context and reasons for people’s requests and desires.
- It prompts us to see things from the other’s point of view.
In technology, ambiguity is often a challenge. What strategies do you recommend for technologists to help them clarify and refine solutions without having direct authority?
I recommend following these strategies to help clarify and refine solutions:
- Proactively create space for thoughtful dialogue.
- Develop strong facilitation and questioning skills.
- Remain curious and conversational.
Technology teams often need to work across different teams and parts of an organization. What are some effective ways to influence and collaborate with other teams to deliver quality solutions?
This is an increasingly important skill for all business professionals today, whether you’re working with internal customers or collaborating cross-functionally to address complex business problems. To influence and collaborate with other teams:
- Appeal to shared motivations and first principles.
- Research and reference key priorities for different teams.
- Understand and use terminology that’s unique to each team.
I think people often just wish they were the “decider” and could dictate the path forward. However, we know that even if you could do that, it doesn’t work well, particularly in a knowledge worker environment. Is there any data you can share that shows how leading with influence works and how effective it is?
Neuroscience has proven that people are five times more likely to buy in if they arrive and decide on the path forward versus being told what to do. Also, people report approximately five times ROI by applying these concepts through our cohort training program.
What are some specific skills people can work on to improve their ability to lead without authority?
I’ve coached thousands of people in this area over the past several years, and I’ve found that the top skills people need to develop can be described by the following three roles they need to be able to perform:
- Disarming conversationalist
- Thought-provoking questioner
- Engaging explainer
What inspired you to write this book, and how have you personally applied these principles in your career?
I’m an introvert who’s sometimes more comfortable with projects than people. I’ve gained enormous confidence and capacity learning these skills through Carnegie programs and have seen incredible results for others. For example, in a recent meeting with a long-time client who presented me with a problem he wanted to solve, I just followed the process. It kept me relaxed and present, and it gave him confidence that I not only could help him solve his problem, but that I truly understood him and his goals.
What questions do you have about these topics? Please reach out/comment below.
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