Mastering the Art of Influence in Today’s Complex Organisations

Influencing is a crucial skill in today’s business world, whether you’re in a leadership role or a specialist in your field. However, with increasingly complex organisational structures and rising demands on employees, the challenge of effectively influencing others has never been more difficult. Many individuals feel overwhelmed trying to navigate the layers of stakeholders within their organisations.

If this sounds familiar, you’re not alone. One common mistake we see is that people often fail to dedicate enough time to plan their approach, leading to conversations that don’t achieve the desired impact.

Here are four key strategies to help you improve your influence in a challenging environment.

1. Set Specific Outcomes

This may sound obvious, but it’s a step that many overlook. Often, people set vague goals, which don’t clearly define what they aim to achieve. For example, you might say:

"I want to design a new influencing training programme."

While this is a good start, it lacks clarity and specifics. If you were to pitch this to colleagues, you’d likely be met with questions like:

• Who is the programme for?
• What problem is it addressing?
• Who needs to be influenced?

Instead, be clear and specific. Influencing is about creating meaningful change, whether that’s a process, someone’s behaviour, or an action they need to take. A more precise goal would be:

"I want to design and pilot a new influencing programme for technical experts who lead projects and struggle to influence executive-level decision-makers by the end of Q2."

By setting a SMART goal like this, you not only clarify your objective, but also provide a clear framework for communicating with stakeholders.

2. Identify and Understand Your Stakeholders

Knowing who your stakeholders are is crucial for successful influence. Some stakeholders will be decision-makers, others will support your idea, and some may try to block it. Taking the time to identify both internal and external stakeholders is key.

Once you’ve mapped out who has an interest in your idea, prioritise them based on their level of influence and the extent to which your proposal will impact them. Remember that some stakeholders may be more influential than others, even if their involvement isn’t immediately obvious.

Understanding your stakeholders is just as important as identifying them. Here are a few things to consider:

• What do they think about the current situation?
• How might your proposal impact them?
• Who do they see as key players in the decision-making process?
• What concerns or objections might they have?
• Who might be influencing them behind the scenes?

This kind of research will help you approach stakeholders in a more informed and thoughtful way.

3. Tailor Your Communication Style

Once you know who your key stakeholders are, think about how best to communicate with them. People have different communication preferences, and tailoring your approach will make your proposal more effective. Here are a few examples:

• Is the stakeholder task-oriented and results-driven? Focus on how your idea will deliver concrete outcomes and help them maintain control.
• Do they thrive on creativity and ideas? Highlight how your proposal will generate new opportunities or benefits for them personally.
• Are they detail-oriented and data-driven? Ensure you have the facts and figures to back up your suggestions and emphasise precision.
• Do they prefer consensus? Emphasise how your idea will benefit the team and align with organisational goals.

By adapting your communication style to suit your stakeholders, you increase the chances of your proposal being well received.

4. Take Time to Plan

Lastly, give yourself time to plan. Too often, people rush into conversations without sufficient preparation, leading to miscommunication and missed opportunities. Use the steps outlined above to build a solid foundation, and remember that influencing successfully is an ongoing process.

The more thoughtful and strategic you are, the greater your chances of influencing effectively and driving meaningful change in your organisation.

By following these four steps, you’ll be well on your way to mastering the art of influence in today’s complex and demanding business environment.

Many thanks,

The Excel Team

P.S. If you would like to discuss any of your other learning & development challenges, book in your discovery call.

About Excel Communications

Excel Communications is a learning and development consultancy based near London in the U.K. For more than 30 years; we have been collaborating with clients across the globe.  

Partnering with Excel empowers you to evolve your people and business by fuelling a love for learning.   

We work with you to create unforgettably, customised learning experiences to achieve your vision of success and growth, with tangible results.   

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