How Can You Build Influence at Work as a Leader?

Building influence at work is a critical driver of professional success, particularly for those in leadership roles. Influence is not about authority but the ability to gain support and drive outcomes through credibility and strong relationships. Based on our assessment experience, leaders with strong influence cultivate more productive teams and achieve strategic goals more effectively. This article explains what influence strategies are and provides a actionable six-step framework to build your professional influence.

What Are Influence Strategies in the Workplace?

Influence strategies are deliberate tactics professionals use to positively affect the attitudes, decisions, and behaviors of others, such as peers, team members, or stakeholders. The goal is to achieve compliance and cooperation without coercion, thereby fostering long-term buy-in for company vision and objectives. These strategies vary based on the situation and desired outcome. For example, a project manager might use different tactics to influence their team than they would to gain support from an executive.

How Can You Build Authentic Connections to Increase Your Influence?

The foundation of influence is genuine relationship-building. Influential individuals have a strong rapport—a harmonious relationship—with colleagues across all levels and departments. This doesn't guarantee influence, but it makes others more receptive to your ideas. To build these connections:

• Dedicate time to learn about your colleagues' roles and challenges.
• Maintain friendly and consistent communication.
• Offer help and support without expecting immediate returns. Building a network of trust ensures that when you need to persuade, your colleagues are more likely to listen.

Why is Listening a More Powerful Tool Than Persuasion?

Before attempting to persuade, prioritize listening. When colleagues feel heard and acknowledged, it nurtures trust and strengthens your relational bonds. In practice, this means giving your undivided attention in conversations and actively seeking out others' opinions and perspectives. This approach demonstrates respect and ensures that when you do present your ideas, they are informed by a genuine understanding of the situation, making your arguments more compelling.

How Does Non-Verbal Communication Affect Your Perceived Influence?

Your body language and tone of voice are constantly being assessed by others. To project confidence and build trust:

• Maintain an upright posture with shoulders back.
• Use a firm, assertive tone of voice.
• Keep arms uncrossed and maintain appropriate eye contact. These non-verbal cues help eliminate uncertainty and signal that you are confident and trustworthy, which are key components of influence.

What Role Does Expertise Play in Establishing Credibility?

Developing expertise in your field is crucial for building credibility. When you are recognized as a knowledgeable leader, people naturally seek your advice and are more inclined to trust your judgment. You can develop this expertise by:

• Immersing yourself in industry trends and continuous learning.
• Enrolling in relevant training programs.
• Seeking out leadership opportunities on key projects. Becoming the "go-to" person on specific topics solidifies your reputation and amplifies your influence.

How Do You Choose the Right Influence Strategy for Your Goal?

Before acting, it's essential to map your strategy. Different scenarios call for different approaches. The table below outlines common influence strategies:

Selecting the appropriate strategy provides a clear roadmap and increases your chances of success.

What Practical Steps Can You Take to Start Building Influence Today?

Be consistent and reliable. Follow through on your commitments to become someone others can count on. This builds a reputation of trust and dedication. Be assertive, not aggressive. Present your ideas with confidence and conviction, but avoid aggression which breeds resentment. Be flexible. While staying true to your goals, be open to negotiating and compromising to find mutually acceptable solutions. Garner support from key influencers. Identify respected individuals in your organization and gain their support, as their endorsement can significantly amplify your influence.

Ultimately, building influence is a gradual process rooted in authenticity, expertise, and the consistent building of trust. By focusing on these areas, you can effectively lead and inspire those around you.