Background to Change Management cont. 6

Influencing Others

It involves the effective exploration of alternatives positions so as to reach outcomes that gain all parties' support and acceptance.

Expertise	Description of Expertise
Customer/Stakeholder Focus	Gains commitment through consultation and consideration of the impacts on others
	Involves the right people at the right time throughout by developing, maintaining and working to stakeholder strategies and plans
	Proactively focuses on both internal and external customers and stakeholders, by making efforts to understand their needs, etc to achieve customer/stakeholder satisfaction
	Gains commitment through consultation and consideration of stakeholder impact
Professional Presence	Convincingly displays a credible presence and positive image
	Develops other people's confidence in self through consistent actions, values and communications
Networking	Forms networks and relationships of benefit to the team and stakeholders
	Uses networks to reach seemingly 'unreachable' parties
	Displays ability to influence outside own function and to form alliances with other areas, industries, functions and organisations
Interpersonal Style	Adopts appropriate interpersonal styles and techniques to gain acceptance of ideas or plans
	Demonstrates the ability to challenge stakeholders' thinking if needed

(source: CMI, 2022b)