Influencing People Program

Impacting My Stakeholders
Session Four
Before we begin…
• What have you done differently since last
time?
• What did you mean to do differently but
haven’t?

Take a moment to write down any reminders to

yourselves

Add your notes to the Miro Board

Outcomes for today…

1. Stakeholder Identification
Who are your stakeholders
2. Stakeholder Mapping
What influence do they have
3. Stakeholder Analysis
Recognizing the upside and downside of your proposal
4. Execute your plan
Using OAT and Yes Sets
Your Case Study
In your groups, share your case study and share
the following…

● What is the outline of the project?

● What is the timescale for delivery?
● What stage are you at so far?
● What is the biggest challenge you are
facing with it?
Stakeholder Identification
Influencing People Program
 Blockers Supporters

Identifying Department A Director of Department

Stakeholders
Now thinking about your
case study or current/future Department B Project Sponsor
project, imagine the centre of
the circle ripples outward…

Team Member Project Manager

Exercise
1. In your workbook, use the Stakeholder Map to
plot your stakeholders. Remember, the more
they are impacted by your project, the closer
to the centre they are
● Who do you need to consider that you
may not have, until now?

5 minutes

2. In pairs, explain why you plotted your

stakeholders where you have. Then, coach
each other on what may be missing
Stakeholder Mapping
Influencing People Program
Identifying Power

What gives someone power?

Institutional /
Position
Legacy

Experience Reputation

Knowledge Personal Power, e.g.

Charismatic

Their Network
Influence & Support
Blockers Supporters
High

Low support High support

INFLUENCE
High influence High influence

Low support High support

Low influence Low influence

Low

Low SUPPORT High

 Blockers Supporters
High
Department A
Director of Department

Who Are Your

Stakeholders? Project Manager

INFLUENCE
Department B
Use this grid to rank your
stakeholders high to low, as
in this example.

Once you have completed Team Member

this, take a look at the overall Project Sponsor
picture to get a good
indication of the areas in
Low
which you will get your
proposal actioned… or not! High
Low SUPPORT
Bringing it all together
Having placed your Stakeholders on the
support/influence grid. In your groups now…

● Share your rationale for where they are

placed - have you got someone in each
quadrant?

● Challenge each other using open questions

on how to approach stakeholders in the low
influence/low support and low support/high
Influence quadrants

Capture actions in your workbook

Stakeholder Analysis
Influencing People Program
 Maps & Filters

Filters

External Objective Internal Subjective

Reality Map
 Stakeholder 1 Stakeholder 2 Stakeholder 3

Upsides
Short Term

Stakeholder Upsides
Long Term
Analysis Downsides
Short Term
In your workbook, complete
the column 1 for Stakeholder Downsides
1 only. Long Term

What They Want

Go intuitively. from the Proposal

What the Proposal

Needs from Them

Actions to Take
 Stakeholder 1 Stakeholder 2 Stakeholder 3

Upsides
Short Term

Stakeholder Upsides
Long Term
Analysis Downsides
Short Term
In pairs, ask each other the
questions for Stakeholder 2… Downsides
● Swap over Long Term

● Capture at least 2 actions

What They Want
in your workbook from from the Proposal
your insights
What the Proposal
Needs from Them

Actions to Take
Color Mapping Your Stakeholders

Formal
Blue TASK Red

Ask Tell
INDIRECT DIRECT

Green Yellow
Informal
PEOPLE
Tips for Influencing Each Color
● Get to the point but be flexible
● Get to the point and stay there
● Link communication to accuracy
● Link communication to results
● Speak more slowly
● Speak more quickly
● Be softer and formal
Formal ● Be empathetic and formal
● Don't interrupt
TASK ● Don't be put off when interrupted
Decision: Provide detailed facts. Give them the best solutions.
Decision: Provide top-line facts. Give them the most impactful
Allow time to consider decisions.
options. Allow them instant decisions.
Engagement: Give a detailed rationale and then your
Engagement: Give your recommendation and then a brief rationale.
recommendation.

Ask Tell
INDIRECT DIRECT

● Build relationships
● Be sociable and flexible
● Link communication to people
● Link communication to personal satisfaction
● Speak more slowly
● Speak more quickly
● Be softer and informal
● Be empathic and informal
● Don’t interrupt them Informal
● Don’t be put off when interrupted
PEOPLE
Decision: Provide detailed opinions. Give them the people impact.
Decision: Provide top-line opinions. Give opinions enthusiastically.
Allow time to consider decisions.
Allow them instant decisions.
Engagement: Give a detailed rationale and then your
Engagement: Give your recommendation and then a brief rationale.
recommendation.
Exercise
In your groups, share your rationale for selecting
the color style…

● What are the clues?

● What do you need to more of?

● What do you need to less of?

● What approach suits their color?

Capture any actions in your workbook

Executing Your Stakeholder
Plan
Influencing People Program
 Outcome

OAT M(ilk)

O - Outcome

A - Audience

T - Time
Audience Time
M - Momentum

Momentum
 Outcome ● Map out your desired outcome & agenda for the meeting
Set your agenda as questions so you address key areas
OAT M
●
● Consider goals, challenges, opportunities, ideal future state
● Circulate agenda in advance & advise of any preparation

Audience ● Who do you want there - 2 pizza rule!

● Be selective with who you want to attend
● Which roles will attendees take, i.e. note taker, etc
● Be clear on who the decision maker is

Time ● Avoid defaulting to the standard 30 or 60 min time

● Any time from 25-55 mins is the ideal

Momentum ● End on time

● Never be afraid of ending early, people like time back
● Finish on a positive note with aligned next steps
Yes Sets
Build on the idea of a positive mindset.

When someone is in a positive state of mind,

they are more likely to respond positively to you.
 Yes Set Make three statements that you know the customer
can agree with. For each one aim to get a silent “yes”

Yes Sets

Stakeholder Link this with your desired outcome for the meeting

Focused Outcome

Gain Commitment Check acceptance by the person

To The Outcome
Bringing It All Together
Influencing People Program
Let’s Practice
In your coaching groups…

● Review your stakeholder analysis sheet

and select a stakeholder

● Define which color they are

● Using OAT, consider how you will

approach and execute the first steps

● Draw out your ‘yes set’

● Challenge each other to define your next

small steps
What have we covered today?
● Identifying and mapping stakeholders

● Analyze upsides and downsides of your plan

● Consider their color and your approach

● Executing your plan

 Learning Journey
Session 1 Session 2 Session 3 Session 4 Session 5 Session 6 Session 7 Session 8 Session 9 Graduation

Handling Effective
Influencing Developing My Coaching & Impacting My Storytelling with Managing My Time to
Meetings & Problem Ethical Mindset
People Personal Brand Feedback Stakeholders Versatility Time Effectively celebrate!
Challenges Solving

● The ● Colors model ● Building trust ● Stakeholder ● My ‘Why’ ● The 5 Ps of ● Unconscious ● Managing my ● The ethical ● Presentation
importance of (top of the identification effective bias time & my mindset of key
influence iceberg) ● Listening & ● Communicating meetings tasks learnings
questioning ● Stakeholder change ● The 6 thinking ● Case study through the
● Effective ● My brand: mapping ● Chunking for hats ● Embedding application program
influencers build, define, ● Giving & ● Versatility in consensus time
communicate receiving ● The triangle action ● Applying the management ● Framework for ● Award
● My values feedback of influence ● Handling 6 thinking techniques Graduation: completion
● Emotional ● My story stress & stress hats self-reflection certificate
● My SMART Intelligence ● Coaching ● Executing my behaviors ● Stakeholder presentation
objectives for (below the with GROW stakeholder ● Review SMART support ● Peer coaching
the program iceberg) plan objectives ● Graduation continuation
● Coaching tips presentation plan beyond
● Distilling my the program
SMART ● Measure
objectives SMART
objectives

Peer coaching threaded throughout

with topical coaching questions
Impacting This week, use the outputs from today’s session to create your
stakeholder action plan!
My Use your peer coaching session to discuss and challenge each other’s

Stakeholders plans, and remember to use GROW from the last session to support
each other. Here are some guiding questions to support you:

● What is most challenging about this stakeholder? What do you

think they might resist?

● What one thing do you need to remember when communicating

with them?

● If there were no consequences, what brave step would you take

that you are avoiding?

You can find space to do this in your workbooks.

Reflections &
Insights
1. What have you taken from the session?

2. What small step will you be taking as a

result of your learning?
 Practice giving feedback
Scan to provide us with
feedback on today’s
session

Thank you!
Influencing People Program