WHO NEEDS A CIO ANYWAY? – HOW TO INFLUENCE AND GET WHAT YOU WANT IN THE PMO Michael Lubrano SSBB, PMP September PMI Meeting- Baton Rouge Chapter
WHO NEEDS A CIO ANYWAY? – HOW TO INFLUENCE AND GET WHAT YOU WANT IN THE PMO
Michael Lubrano SSBB, PMPSeptember PMI Meeting- Baton Rouge Chapter
INFLUENCE
Being successful with project execution is less and less about your general PM skills and more about your diplomatic skills.
How much of your job is related to communication and diplomacy?
HOW INFLUENCING SKILLS HELP YOU
Get noticed quickly Achieve strategic objectives Gain more flexibility dealing with people Resolve conflict better Have more fun! (yes, work can be fun) If you have a robust network and you understand
how to recognize influencing opportunities and employ the right influencing tactics, you’ll get more of what you want in the PMO.
REVERE VS. DAWES
Paul Revere William Dawes
MAP OF THE MIDNIGHT RIDE
NETWORK EFFECT
Revere’s Ride
Dawe’s Ride
CLIQUE
You
Friend
Friend
Friend
Echo Chamber
How many of your contacts are contacts of each other?
NETWORK EFFECT
Revere’s Ride
Dawe’s Ride
“Echo Chamber”
HIGH SCHOOL DATING NETWORK
Boys are BLUEGirls are PINK
TWO WAYS TO EXERT INFLUENCE
Direct Power – Military/Rank/Title
Indirect Power - Influence
BUTTERFLY EFFECTFrom Wikipedia, In chaos theory, the butterfly effect is the sensitive dependence on initial conditions; where a small change at one place in a nonlinear system can result in large differences to a later state. The effect derives its name from the theoretical example of a hurricane's formation being contingent on whether or not a distant butterfly had flapped its wings several weeks before.
HESITANCY TO INFLUENCE
See it, but:
•Settle for status quo•Keep expectations low•Assume the good ideas sell themselves•Blame others rather than taking action
Result
•Sabotage by trusted co-workers•Little enthusiasm for pitching in•Conflict and drama
HOW TO USE INDIRECT INFLUENCE
Start with an idea of the result
Be willing to become a broker
Mutual stake in outcome
Use expressive and receptive influencing skills
EXPRESSIVE INFLUENCE
Adapted from : http://www.exercisinginfluence.com/influencebook.html
EXPRESSIVE INFLUENCE - TELL
Adapted from : http://www.exercisinginfluence.com/influencebook.html
SUGGEST:
Let’s do the Mobile phone projectbefore the New Hire Online system to provide savings to the company immediately and create more revenue for new hires.
EXPRESSIVE INFLUENCE - TELL
Adapted from : http://www.exercisinginfluence.com/influencebook.html
Express Needs:
We are going to need everyone to pitch in on this project due to the government regulation that is going into effect in 2 months.
EXPRESSIVE INFLUENCE - SELL
Adapted from : http://www.exercisinginfluence.com/influencebook.html
Offer Reasons:
Continuing maintenance on this ancient hardware means we wont be able to upgrade the technology stack overall.
EXPRESSIVE INFLUENCE - SELL
Adapted from : http://www.exercisinginfluence.com/influencebook.html
Shared Values:
I think coding this in C# is the best option as we both like it much better than Java.
EXPRESSIVE INFLUENCE - NEGOTIATE
Adapted from : http://www.exercisinginfluence.com/influencebook.html
Incentives:
If you can deliver this project 5% under budget we will give you a bonus of $1000.
EXPRESSIVE INFLUENCE - NEGOTIATE
Adapted from : http://www.exercisinginfluence.com/influencebook.html
Consequences:
If we don’t finish this Legal Hold project on time we risk providing privileged information to opposing council thereby increasing our settlement risk.
EXPRESSIVE INFLUENCE - ENLIST
Adapted from : http://www.exercisinginfluence.com/influencebook.html
Envision:
We have a chance to enable the business in a unique and competitive way by leveraging this project. It will provide significant value and bring our competitors to their knees!
EXPRESSIVE INFLUENCE - ENLIST
Adapted from : http://www.exercisinginfluence.com/influencebook.html
Encourage:
We missed the last milestone, but we haven't failed yet. By fighting through these issues and hitting the next milestone target you will experience firsthand how sweet the success of solving these lingering project issues.
RECEPTIVE INFLUENCE MODEL
Adapted from : http://www.exercisinginfluence.com/influencebook.html
RISKS
Pick goals worth your effort
Failure will occur
Influential people are comfortable being visible
If you are not fully committed, you are unlikely to succeed.
INFLUENCING IN YOUR PMO
Be a broker in your network
Break through “echo chambers”
Use Expressive Influencing
QUESTIONS/COMMENTS?
“The herd seek out the great, not for their sake but for their influence; and the great welcome them out of vanity or need.” ~Napoleon Bonaparte