Leadership - A Question of Influence

by Mark Evenden

In essence leadership is about taking others to places they have not been before. However, to lead successfully you also have to influence others to gain their commitment and engagement to the direction you believe is right.

Many researchers have pointed out that influence can be seen as working on a number of levels, which I have found as a useful insight when thinking about influencing others. Clearly the most fundamental level of influence is around what you tell other people, but it also about the relationship you have with them as well as how you are seen to act and behave.

As I stated above, the most fundamental level of influence is around what you say to other people. Here are some hints and tips I find useful for this level of influence:

* When attempting to influence timing is key – set yourself up for success, there is no point attempting to influence some one when they are emotionally tired, upset or angry.

* It may sound obvious but make sure you truly believe in what you are saying?

* Examine you body language – does it support what you say?

* Be clear with others what your expectations are. These may also include the consequences for not meeting your expectations.

* Take time to explain what you expect and talk through your differences with them.


The next level of influence is around the relationships you have with other people. It may sound obvious but you are more likely to influence those that you have an understanding, respectful and trusting relationship with. Here are some hints and tips I find useful for this level of influence:

* Do you assume the best in other people? If I think someone is a fool I am likely to treat them as one, so beware of your thoughts.

* Genuinely seek to understand the other person before you give them instruction or advice.

* Make sure that you respond to others in a way that demonstrates understanding of their position and concerns.

* If offended take the initiative to clear it up. It is likely that the relationship is far more important than being ‘right’.

* If you make a mistake, admit it and apologise, it shows you are human.

* Make sure you are influenced by others first. Reciprocation is a powerful influencing tool.

* Make sure you keep your promises. Do not make promises you know you will not keep or have difficulty keeping.


The highest level of influence is around who you are and how you act. Other people will be far more influenced by what you do that what you say. Here are some hints and tips I find useful for this level of influence:

* Make sure you lead by example (i.e. do what you say).

* Refrain from criticising others publicly. If you need to give feedback, do it behind closed doors.

* Be a model of restraint and demonstrate emotional self control.

* Be patient with others. Patience is a practical demonstration of faith in and respect for others.

* Don’t blame others - focus on what you can do to make the difference, not what others need to do.

I believe that the most effective leaders and influencers work on all three levels at the same time. Being a perfect role model and having good relationships will not be sufficient if you don’t explain to people what you expect. Conversely, people will soon loose faith in what you say if you do not live by your word, no matter how good your relationship is with them.