1. Ranganathan S
Executive Coach & Corporate Mentor
SymIndia Training & Consultancy Pvt. Ltd.
Email: ranga@symindia.com
Cell: +91‐98450 21702
www.symindia.com 1

2. I am always ready
to Learn… though,
g ,
I am NOT always
as ready
to be Taught!!
Agenda
Why Influence—A Model
Strategic Influence—A Demo
Thought Patterns of an Influencer
Effective Influence—A Demo
Stake‐holder Profiles and Needs
www.symindia.com 2

3. Realities
Technology has become just a TOOL
Management Bandwidth has become just a
TOOL
Across levels, each one has to become a
Solution-Provider
Lack of Knowledge/Skills cannot be an
Excuse anymore (thanks to W W W)
Global slow down and its impact…
ce
Influenc
Politicians S
Stars
Poor Souls
Scavengers
Competence
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4. ce
Politicians Stars
Influenc
So What? E f f o r t !!
Scavengers
S Poor S l
P Souls
Should I? Contended?
Competence
Key Focus Area
“Strategic
Influencing”
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5. Gandhi
G dhi
Where to Focus?
OUR SIDE STAKE-HOLDER SIDE
Revenue (Top Line) Revenue (Top Line)
Minus Minus
Costs (Middle Line) Costs (Middle Line)
q
Equals Equals
Profits (Bottom Line) Profits (Bottom Line)
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6. “Influencing”
f g
Purpose
Technical Competence
“Influencing”
Courage
Conviction
Facts/Logic
Emotion
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7. Thought Patterns
Have we Understood and
Analyzed our own
Thought Patterns
Initiative
I cannot do anything unless I am
y g
told to …
y g
I can do anything unless I am told
Not to …
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8. Aspiration
What is the best I can do with
what I have
What do I want to do and How do I
get what I Don’t have
Competition
People are my Competitors and I
p y p
have to compete with them
p y
People are my Collaborators and I
must compete with Myself
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9. Change
People have to Change, for me to
p g ,
Change
g , p p
I have to Change, for people to
Change
Larger Picture
I am Just a Piece in the Larger
g
Scheme of things
g
I am a Critical Piece in the Larger
Scheme of things
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10. Assumptions
Negative Positive
Assumptions Assumptions
Seeking Information
Seeking
Permission / Seeking
Decision Information
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11. Proposal
Expressing Making
A A
Desire Proposal
Accountability
Creating
Popularity
Accountability
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12. Conflicts
Productive
Harmony
Conflicts
Lagaan
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13. “Influencing”
f g
Multiple
Stake-holders
Analyst
Gate Keeper
Influencer
PROFILES
Coach/Friend
Catalyst
End User
Decision Maker
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14. Parameters
Degree of Information Need
Degree of Information Sought
l / f l
Formality/Informality in Interaction
Interaction Location
Interaction Mode
Frequency of Interaction
Intensity of Interaction
Focus of Interaction (transaction, person, goal, results…)
Data‐based/Emotion‐based Interaction
Inside/Outside System
Group‐mode / Individual‐mode
ce
Influenc
Politicians S
Stars
Poor Souls
Scavengers
Competence
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15. Summary
Why Influence—A Model
Strategic Influence—A Demo
Thought Patterns of an Influencer
Effective Influence—A Demo
Stake‐holder Profiles and Needs
www.symindia.com 15

16. Ranganathan S
Executive Coach & Corporate Mentor
SymIndia Training & Consultancy Pvt. Ltd.
Email: ranga@symindia.com
Cell: +91‐98450 21702
Ranganathan S
Executive Coach & Corporate Mentor
SymIndia Training & Consultancy Pvt. Ltd.
Email: ranga@symindia.com
Cell: +91‐98450 21702
www.symindia.com 16

17. © 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should
not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS,
IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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