INFLUENCE

It’s a fact of business life that very few managers ever reach the boardroom. But nowadays we’re all
encouraged to be ‘leaders’ and leading from the middle is a lot more challenging than leading from the top! As a
middle-manager, then, partway up the corporate ladder, you need to adopt three separate management styles, each
requiring very different tactics.

1. MANAGING DOWN

Some companies are obviously more hierarchical than others. But, whilst the command-and-control approach
may occasionally be necessary when dealing with subordinates, those who report to you will generally prefer to be
motivated rather than dictated to. So vary the tasks you delegate; emphasize how mission-critical those tasks are,
allow a certain amount of autonomy and don’t be slow to praise good work. Show you understand the pressure
your team’s working under. And don’t forget your non-verbal communication — even a touch on the shoulder
lasting just 1/40th of a second has been scientifically proven in most cultures to increase people’s willingness to
comply with a request.

2. MANAGING SIDEWAYS

Before trying to persuade your peers, make sure you’ve built a good working relationship with them first. Of
course, you don’t want to abuse your friendship, but psychological research confirms that liking someone does
make us much more responsive to their requests — as does the feeling that we are somehow in their debt and owe
them a favour. So don’t hesitate to remind them of the last time you helped them out — especially if it was
recent. Research also suggests that people like to seem consistent in their behaviour. So don’t hesitate to remind
them of the last time they helped you out either! And never underestimate the power of flattery. Used with
sincerity, it always works!

3. MANAGING UP

The main thing when attempting to influence your boss is to put yourself in their shoes — if you were them,
what would most interest you about the proposal you’re about to make? So, do they like their managers to do non-
job-related work, for example? If you know your boss is particularly cost conscious, point out the savings your
idea will achieve. If, on the other hand, they’re more customer-centric, focus on improving client services or
product benefits. If they like to keep up with the latest management practices, refer to what your competitors are
already doing — appeal to consensus. But if they prefer to stand out from the competition, talk about the
uniqueness of your idea. Finally, if they need to hear from others, refer to the views of other authorities — so
provide one or two convincing pieces of data from reliable expert sources.
 the boardroom / the executive level
 Definition: The highest level of management in a company, where top executives meet to make strategic
decisions.
 Synonyms: executive suite, top management, leadership team.
 Example: "After years of hard work, she finally earned a position in the boardroom."

obviously
 Definition: Clearly; in a way that is easily understood or recognized.
 Synonyms: clearly, evidently, plainly, unmistakably.
 Example: "Obviously, the project needed more resources to succeed."

command and control approach

 Definition: A management style where authority is centralized, and decisions are made by those at the top
with strict adherence from subordinates.
 Synonyms: authoritarian management, top-down approach, directive leadership.
 Example: "The company’s command and control approach didn’t allow employees much independence."

to adopt
 Definition: To start using or following a particular method, style, or approach.
 Synonyms: embrace, take on, implement.
 Example: "She decided to adopt a more flexible management style to encourage creativity."

whilst
 Definition: Although; during the time that (chiefly British English).
 Synonyms: while, although, whereas.
 Example: "Whilst the team worked hard, the deadline was still missed."

subordinates
 Definition: Employees or team members who report to a higher-ranking individual in an organization.
 Synonyms: junior staff, employees, assistants.
 Example: "A good manager respects the opinions of their subordinates."

to vary
 Definition: To introduce changes or differences; to diversify.
 Synonyms: change, diversify, modify.
 Example: "It’s important to vary tasks to keep employees motivated."

to delegate
 Definition: To assign tasks or authority to someone else.
 Synonyms: assign, allocate, entrust.
 Example: "She learned to delegate tasks to avoid burnout."

to emphasize
 Definition: To give special importance or attention to something.
 Synonyms: highlight, stress, underline.
 Example: "In her speech, she emphasized the importance of teamwork."

mission-critical
 Definition: Essential to the success of a particular activity or organization.
 Synonyms: crucial, essential, indispensable.
 Example: "Maintaining customer trust is mission-critical for the company."

to praise
 Definition: To express approval or admiration for someone’s achievements.
 Synonyms: commend, compliment, applaud.
 Example: "The manager praised the team for their excellent performance."
willingness
 Definition: The quality of being prepared or inclined to do something.
 Synonyms: readiness, eagerness, inclination.
 Example: "Her willingness to take on new tasks impressed her manager."

comply with (something)

 Definition: To act in accordance with a rule, order, or request.
 Synonyms: obey, follow, adhere to.
 Example: "All employees are expected to comply with the new safety regulations."

request
 Definition: A formal or polite ask for something.
 Synonyms: ask, demand, petition.
 Example: "She sent a request for additional funding for her department."

to persuade
 Definition: To convince someone to do something or think a certain way.
 Synonyms: convince, influence, sway.
 Example: "He managed to persuade his boss to approve the project."

peers
 Definition: People of the same rank, position, or status.
 Synonyms: colleagues, equals, counterparts.
 Example: "She sought feedback from her peers on the new proposal."

to abuse (something)
 Definition: To use something improperly or excessively.
 Synonyms: misuse, exploit, overuse.
 Example: "He avoided abusing his authority as a manager."

to be responsive to
 Definition: To react quickly and positively to requests or changes.
 Synonyms: receptive, open to, reactive.
 Example: "The team was responsive to customer feedback."

to be in somebody's debt
 Definition: To feel grateful to someone because of a favor they did.
 Synonyms: owe, feel obligated, beholden.
 Example: "He felt in her debt for supporting him during a tough time."

to owe somebody a favor

 Definition: To be obligated to do something nice for someone because they helped you.
 Synonyms: be obligated, be in debt.
 Example: "She owed him a favor after he covered her shift last week."

to hesitate
 Definition: To pause or feel uncertain before doing something.
 Synonyms: waver, delay, be reluctant.
 Example: "Don’t hesitate to ask for help if you need it."

to remind somebody
 Definition: To help someone remember something.
 Synonyms: prompt, refresh memory, jog.
 Example: "Can you remind me about the meeting tomorrow?"
recent
 Definition: Having happened not long ago.
 Synonyms: current, fresh, latest.
 Example: "In recent months, the company has expanded rapidly."

consistent
 Definition: Acting or done in the same way over time; in agreement.
 Synonyms: steady, reliable, unchanging.
 Example: "Her consistent performance made her a valuable team member."

to underestimate
 Definition: To estimate something as less than it actually is.
 Synonyms: undervalue, misjudge, downplay.
 Example: "He underestimated the difficulty of the task."

flattery
 Definition: Excessive or insincere praise.
 Synonyms: compliments, adulation, praise.
 Example: "Flattery can sometimes open doors, but it needs to be sincere."

sincerity
 Definition: The quality of being honest or genuine.
 Synonyms: honesty, truthfulness, genuineness.
 Example: "Her sincerity won the trust of her colleagues."

to attempt something
 Definition: To make an effort to do something.
 Synonyms: try, endeavor, undertake.
 Example: "He attempted to improve team morale by organizing a group outing."

to influence somebody
 Definition: To have an effect on someone’s behavior or decisions.
 Synonyms: sway, shape, affect.
 Example: "She used data to influence her manager’s decision."

to put yourself in somebody's shoes

 Definition: To imagine what it would be like to be in someone else’s situation.
 Synonyms: empathize, see from their perspective.
 Example: "Put yourself in their shoes to understand their concerns."

to make a proposal
 Definition: To suggest a plan or idea for consideration.
 Synonyms: suggest, recommend, offer.
 Example: "She made a proposal to streamline the workflow."

particularly
 Definition: Especially; more than usually.
 Synonyms: especially, notably, uniquely.
 Example: "This strategy is particularly useful in small teams."

to be cost conscious
 Definition: To be aware of and try to control costs.
 Synonyms: frugal, budget-minded, economical.
 Example: "Our manager is very cost conscious and always looks for savings."

to point out
 Definition: To direct attention to something.
 Synonyms: highlight, indicate, show.
 Example: "She pointed out the advantages of the new plan."

customer-centric approach
 Definition: A strategy focused on creating a positive experience for the customer.
 Synonyms: customer-focused, client-oriented.
 Example: "The company’s customer-centric approach has driven its success."

to keep up with something

 Definition: To stay informed or current on something.
 Synonyms: stay updated, be aware of, follow.
 Example: "It’s essential to keep up with industry trends."

practices
 Definition: Accepted ways of doing things, especially in a particular field or profession.
 Synonyms: methods, techniques, procedures.
 Example: "New practices in management are emerging all the time."

to appeal to
 Definition: To make a request or attempt to gain support by addressing someone’s interests.
 Synonyms: attract, call upon, draw on.
 Example: "The proposal appealed to his interest in innovation."

consensus
 Definition: General agreement among a group.
 Synonyms: agreement, unity, harmony.
 Example: "The team reached a consensus on the new policy."

to stand out
 Definition: To be noticeable or distinctive.
 Synonyms: be distinctive, be unique, be prominent.
 Example: "Her creative solutions made her stand out among her peers."

to provide
 Definition: To supply or make available.
 Synonyms: supply, offer, give.
 Example: "The company provides support to all its employees."

a piece of data
 Definition: A single unit of factual information.
 Synonyms: data point, fact, figure.
 Example: "Each piece of data supports the conclusion of the study."

reliable
 Definition: Consistently dependable in quality or performance.
 Synonyms: dependable, trustworthy, consistent.
 Example: "It’s important to use reliable sources in your research."

expert source
 Definition: A source of information from someone with authoritative knowledge in a particular field.
 Synonyms: authority, specialist, professional.
 Example: "We consulted an expert source to ensure accuracy."