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The Art of Influencing Up by Marshall Goldsmith
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"Great wisdom not applied to action and behavior is meaningless data." —Peter Drucker
Knowledge workers are people who know more about what they are doing than their boss does. My guess is that you, like most of my readers, are a knowledge worker. Many knowledge workers (especially those with technical backgrounds) have years of education and experience that enable them to come up with great ideas.
Yet this same group has almost no training in how to "influence up" and ensure that their great ideas actually get accepted. Great ideas that are never implemented don't make much of an impact on the organization.
The guidelines listed below are intended to help you do a better job of influencing your upper management. They won't always ensure your success, but they will definitely improve your odds!
Take responsibility. Think like a salesperson—not a technician.
In many ways, influencing up is similar to selling products or services to external customers. They don't have to buy—you have to sell!
Any good salesperson takes responsibility for achieving results. No one is impressed with salespeople who blame their customers for not buying their products. When making your pitch, treat upper managers like great salespeople treat their customers.
While the importance of taking responsibility may seem obvious in external sales, an amazing number of people in large corporations spend countless hours blaming management for not buying their ideas, as opposed to blaming themselves for not selling those ideas. If more time were spent on developing our ability to present ideas and less on blaming management, a lot more might get accomplished.
Focus on the big picture—not just what's in it for you.
An effective salesperson would never say to a customer: "You need to buy this product, because if you don't, I won't achieve my objectives!"
Effective salespeople relate to the needs of the buyers. They don't expect buyers to relate to their needs. In the same way, effective "upward influencers" relate to the larger needs of the organization, not just to the needs of their unit or team.
When influencing up, focus on the impact of the decision on the overall corporation. In most cases, the needs of the unit and the needs of the corporation are directly connected. In some cases, this connection isn't so obvious. Don't assume that executives will automatically make the connection between the benefit to your unit and significant, positive impact for the larger corporation.
Continued...
Getting 360-Degree Feedback Right by Maury A. Peiperl via HBR
Over the past decade, 360-degree feedback has revolutionized performance management. But one of its components--peer appraisal--consistently stymies executives and can exacerbate bureaucracy, heighten political tensions, and consume lots of time.
Over the past decade, 360-degree feedback has revolutionized performance management. But one of its components--peer appraisal--consistently stymies executives and can exacerbate bureaucracy, heighten political tensions, and consume lots of time.
Goal 1, Mission 0 by Marshall Goldsmith Comments (0)
Obsessing on your goal – may cause you to forget your mission.
In the movie The Bridge on the River Kwai , the main character, Colonel Nicholson, is a prisoner of war in Burma who leads his men to build a bridge for his Japanese captors. Nicholson is an officer of high integrity, dedicated to excellence, a great leader of people - and thus well trained to complete any mission that he is given.
So he skillfully inspires his men to build a near-perfect bridge. By the film's end, he finds himself in the painful position of defending the bridge from attack by fellow British officers who want to destroy it - to prevent Japanese trains from using it. There's a chilling moment of realization, right before the bridge is detonated, when Nicholson (played by Alec Guinness) utters the famous line, "What have I done?" He was so focused on his goal - building the bridge - that he forgot his larger mission - winning the war!
That is goal obsession, which is a subset of wanting to win too much. It rears its ugly head in many ways. In its broadest form, it's the force at play when we get so wrapped up in achieving our goal that, like Colonel Nicholson, we do it at the expense of a larger mission. It's one of those paradoxical traits that are usually the sources of our success, but taken too far can become blatant causes of failure. You see this when people become fixated on the wrong goals. Given their history of success, they end up achieving a result that does more damage than good to their organizations, their families, and themselves
The canyons of Wall Street are littered with victims of goal obsession. I asked one hard-driving deal maker, "Mike, why do you work all of the time?" He replied, "Why do you think? Do you think I love this place? I am working so hard because I want to make a lot of money!" free
“Feedback” by Robert Gunn & Betsy Gullickson
The metrics of employee performance -- what is measured -- is not as important as how it's done: routinely and directly soliciting feedback from an open and curious stance, and then taking action based on the findings. free
“Storming” by Robert Gunn & Betsy Gullickson
Conflict is an inevitable outcome of the fact that each human being things for him/herself free
“Letting Go to Get Ahead” by Robert Gunn & Betsy Gullickson
The delegation of power is a dance that balances three parts: authority, accountability, and responsibility. free
The Art 
Getting 360-Degree Feedback Right by Maury A. Peiperl via HBR 
Goal 1, Mission 0 
