Strategic Influence Starts with a Conversation

Article by Emma Gibbens.

Influence is the ability to create movement around an idea. It grows through having the right conversation with the right person at the right time. 

My background in politics taught me to look beyond the formal organisational chart.  

Every workplace has a network of people who shape decisions, carry information, raise concerns and build support. Understanding that network helps you navigate internal politics with greater confidence and purpose. McKinsey research across multiple studies from 2021-2023 consistently finds that organisations with strong connectivity and collaboration networks are more likely to outperform financially. 

The question we’d always ask is “who’s who in the zoo?” which is a cheeky, memorable way to think about it. 

Start by mapping the system around the outcome you want to achieve: 

• Who makes the final decision? 

• Who influences that decision? 

• Who will implement the work? 

• Who has information or experience that could improve the idea? 

• Who may have concerns, competing priorities or something to lose? 

Then consider the conversation each person needs. A decision maker needs the necessary information to decide, and a skeptic needs an opportunity to see it tested, while delivery teams want to understand implementation.  

Beyond the function of their role, consider the person and what they want for themselves. They might want notoriety, a promotion, or to feel secure and are thus more conservative, and knowing that motivation helps shape the conversation that is most influential for them. Dr. Robert Cialdini’s work outlines specific persuasion principles for individuals, so reference that list to help identify their personal desires. 

Timing shapes the result too. Early conversations create space for people to contribute and help you identify resistance before positions harden. They also build a sense of shared ownership. 

A useful opening is: 

“I’m working on an idea that affects your area, and I’d value your perspective before it develops further. What are you seeing that I should take into account?” 

Strategic influence is built through these small, purposeful interactions. Each conversation gives you more information about the system while strengthening your reputation as someone who listens, anticipates and gets work moving. 

In WiBF’s September webinar, I’ll share practical tools for navigating internal politics, identifying stakeholders and leading the conversations that build momentum. 

Register now for the free upcoming WiBF Webinar on September 8 to learn more.