Influencing up
Influencing up
5 minutes
When you hear the term ‘managing up,’ you might jump to dealing with a difficult manager – the kind who micromanages, disagrees with everything, and treats people poorly.
However, managing up isn’t about changing or manipulating a challenging manager. Consider it more about ‘influencing up’.
Having your voice heard can be challenging but important, and as a leader, you are generally expected to contribute to and influence the strategies your leader is driving. Many factors may play into why this can be challenging – time availability, leader’s style, organisational culture, competing priorities or a strong ego.
Influencing up to your leader or above can take time and consideration. You may need to consider both logic and emotion or motivation. Think about these elements when you are seeking to influence your leader:
- Make sure your data and information is accurate, sustainable and defendable. Be clear on what led your thinking and the reasoning behind it. Consider other information that may be relevant.
- Build allies and foster diverse stakeholders to ensure you have a helpful perspective and a broader understanding to position your point of view, as well as build potential supporters and sphere of influence. Be diplomatic and respectful.
- Be clear in your communication – tailor your style to your leader’s preference to gain greatest impact and understanding. What has worked to influence them before? Think about your communication channels and work with the time you have or request more.
- Use story-telling or a compelling vision as well as data. Be clear and concise and focus on key points. Know your own strengths and preferences and have strategies to manage any negative traits you may have.
- Continue to invest in building trust with your leader more broadly. Consistently deliver on commitments and deadlines, demonstrate thought leadership, show support for other projects or strategies, seek feedback and follow through.
- Think through your strategy – what will help build resonance with your leader? What do they know, what perspective do they currently have? How will your idea support or impact greater strategic goals?
- Anticipate questions and pushback – consider risk, strategic reasoning, financial implications. Actively listen to be able to reframe and counter arguments. Know when to push and when to pull back.
- Don’t get defensive or get put off if there is pushback – listen, reflect and respond, maybe at a later time. Back yourself but know when to retreat and reposition. Remember that constructive debate often builds understanding and support or an even better endpoint. Maybe there is a multi-phased option you could consider.
Influencing up is a skill that can benefit leaders at all levels. It requires a combination of effective communication, strategic thinking and relationship-building skills. By understanding the priorities and perspectives of higher leaders, tailoring your approach, and consistently delivering value, you can enhance your ability to influence decisions, contribute positively to organisational outcomes and gain the support of your leader.
