Building Influence in the Workplace

Gain Influence on the Job

To influence others at work, consider these alternative scenarios: A dedicated, expert management consultant is in an elevator with a powerful partner from another division of his firm. The consultant is doing a superlative job of handling a temperamental client. The partner asks how his assignment is going.

In the first scenario, he responds: “I have had to spend many hours after work taking my client through the process in a series of one-on-one meetings.” The consultant thinks this shows him as hard working and determined. Yet after he speaks, the senior partner icily disengages. She wonders if the firm has assigned the right person to the job.

In the second scenario, the consultant looks directly at the senior partner, says things are moving smartly ahead and notes that he enjoys working with the client. He says nearly everyone considers the client impossible, but that he’s pleased to work well with her. “I have built an excellent relationship,” he says. “She listens to my input and adopts my recommendations. We get on well.” The partner smiles and decides to plug the consultant into one of her major projects.

Here the consultant...