Think Through A Strategy For Influencing Others To Accept Ideas For Change

September 4, 2009

When you wish to influence your colleagues, especially those in senior positions, to accept your ideas, or those of your team, for changes to policies, processes or working practices, you are more likely to succeed if you think about tackling the problem in a systematic way. Here are some suggested steps that you might take when seeking to influence others:

  1. Be clear about the reasons for the proposed change. Identify and spell out the benefits to the firm and to your colleagues of the change that you have in mind.
  2. Consider the forces in favour and those against the change. Weight the stronger forces more heavily than the weaker ones and form a judgement about the ease or difficulty of convincing your colleagues of the change that you desire. Assess what needs to be done to make the change happen and set objectives.
  3. Identify the network of individuals and groups affected by the change and the risks and opportunities for them of being involved. Identify the individuals and groups whose cooperation will be essential for the change to be brought to a successful conclusion. Decide if you need to work with them to bring influence to bear. Identify those who might resist or oppose the change and ascertain why and to what extent. Decide how you will reduce or overcome the resistance or opposition.
  4. Assess your relationships in terms of trust with those to be influenced, those whose support is required and those who will oppose you. Decide on the different approaches and styles needed to deal with them. Take account of their positions, power and personalities.
  5. Prepare contingency options to your proposed change in case of failure.
  6. Prepare a timetable for each stage of the change process