Undue Influence

As project managers and/or business analysts, we often find ourselves in a most uncomfortable position, that of trying to influence people over whom we have no official authority.

I remember back to my college days. As an undergrad, I majored in Marketing and Management. Many years have passed, but the one cardinal rule we were instructed to never break was “Never make anyone responsible for something over which they have no authority”. Now I look at the professions I have chosen only to find that this rule gets broken every day in corporate America. We always hang the PM or the BA out to dry when things go awry, in spite of the fact they had no authority to make anyone do anything differently.

So, since formal authority isn’t an option, we have to revert back to good old influence. It is a second best choice, but often it is all we’ve got. The next question is “Where can I get it?” The answer might surprise you, because there are lots of places.

I recently did some training for sales people who often face the same predicament that we do…trying to get someone to take an action that we want them to take. We’re all trying to sell, whether it be an idea or a product. This training called, Certified Sales Professional, referred to eight different ways we can influence people. I admit the overlap among the eight exists, but that does not detract from the power inherent in this knowledge.

Without further ado, here are the eight:

1. Consistency – people like it in their lives because we inherently don’t like change. Comfort is a good thing!
2. Authority – we all wish we had that.
3. Rapport – we like to deal with people with whom we have this...makes it a lot more fun.
4. Reason – we respond well when things make sense to us.
5. Reciprocity – we’re all a little guilty when someone gives us something and we don’t offer anything to them
6. Efficiency – people almost always enjoy finding the easy way to do things.
7. Social Evidence – it’s always fun to either keep up with or pass the Joneses.
8. Scarcity – if it is the only game in town, I want it.

The moral of the story is easy. Since we don’t have the formal authority to get folks to do as we say, then we are going to have to work hard to figure out one or many ways we can influence them to achieve the same results. As a PM or BA, what can you do to influence your peers. Try thinking about it from this perspective.

Did I say easy??

---- Mary Repetto, Partner at Lighthouse Consulting Partners, www.lighthouseconsultingpartners.com

IIBA Endorses Lighthouse Consulting Partners

We've been endorsed!

We recently received certification as an Endorsed Education Provider through the International Institute of Business Analysis (IIAB).

With this endorsement, several Lighthouse training program offerings meet criteria and requirements that are in alignment with the Business Analysis Body of Knowledge -- a collection of knowledge within the profession of Business Analysis that reflects current generally accepted practices. In addition, Lighthouse meets additional criteria in terms of course content, instruction criteria, and a process by which course participants can evaluate instructor performance, content and course quality.

"This endorsement is a dependable performance benchmark for our clients as it is based on a standard, internationally recognized business practice," noted Michelle Pallas, Managing Partner of Lighthouse Consulting Partners. "Organizations across a wide range of industries realize that Business Analysis is vital to the completion of their mission-critical business projects. As an endorsed education provider, our clients will gain value from training programs based on standards and practices for this industry.

About The International Institute of Business Analysis (IIBA) -- The IIBA is the internationally recognized professional association serving the growing field of Business Analysis. The organization maintains standards for the practice of business analysis and for the certification of its practitioners in the following areas: requirements management, systems analysis, business analysis, requirements analysis, project management, and consulting. www.theiiba.org

About Lighthouse Consulting Partners -- Lighthouse Consulting Partners is a global provider of training solutions for organizations collaborating in a virtual environment and across geographical boundaries. The company’s programs and services help technical and operations departments manage relationships with internal customers, distributed and offshore resources, and vendor partners. Services range from hands-on coaching and consulting to best practice based workshops, specifically tailored so organizations in a range of industries can better translate business needs into valuable solutions. www.lighthouseconsultingpartners.com