Tag Archives: stakeholder management

It can be a real trick to gain cooperation or buy-in from others. If you’re bringing a new project to someone, asking a request, or asking for new resources, one of the factors that is going to go through their mind is, “How much extra work is this going to mean for me?”  Today, the expectations are higher than ever before – we are trying to do more with less. So how can we effectively get initial levels of engagement?

Start with the heart

The advice is to start with the heart!  What does this mean? Essentially, this is about being clear in your mind as to what you’re trying to achieve and then being able to articulate to others the big picture goal. For example, let’s say you’ve created a business case demonstrating why your organisation should expand your Sydney office.  In response to your proposal, your stakeholders are likely to focus on the details such as: how many resources do we need, how much is it going to cost, what’s the lead time before we expect them to be producing output?  Despite these questions, it’s critical to engage your stakeholders first with the broader aim of what you’re trying to achieve – the big picture goal or vision.  Is it that ultimately this is about trying to expand your business in a way that is going to make the organisation more compelling to your market than anybody else?  Is it about taking your product to the next level so that customers can change the way they do business?  Unless you engage your stakeholders (and their hearts), you risk even greater resistance from the outset.

The second question is, do you really care? This is a threshold question. And if you care, can others tell?  If it’s obvious that you don’t care about your vision, then you’re less likely to influence important stakeholders and get them on board. If people are going to input their energy and time into your proposal or request, they’re much more likely to do so if they feel inspired by your vision and can see how committed you are to achieving it!

Passion is infectious. To quote Gandhi, “You must be the change you want to see in the world before you expect anybody else to change.” If you haven’t sold yourself on the idea, then why on earth would others believe you?  When you appear to be sold yourself, you instantly become a much more powerful influencer.

Good luck!

The CMA team

CMA runs regular programs on influencing skills and stakeholder management throughout Australia.