11/01/2024

The Power of Influence Without Authority: How to Lead When You're Not in Charge

By Barb Girson

As organizations increasingly rely on collaboration and cross-functional communication, there are four key trends emerging that address complex workplace problems. These trends illustrate the growing demand for workers to develop their ability to influence, regardless of authority. In this context "authority" refers to hierarchical power, distributed by level and title in a traditional leadership structure. “Influence” is the ability to affect decisions or actions over a situation or individuals. (CultureAlly, 2022).

1. Collaboration over Silos – There is a shift from working in isolated teams toward increased collaboration.
2. Cross-Functional Teams – Agile, project-based teams spanning multiple departments are becoming the norm; formal authority is often unclear.
3. Flatter Leadership Structures – Traditional hierarchies are giving way to decentralized, more agile leadership models.
4. Artificial Intelligence (AI) – While many tasks are delegated to AI, soft skills like communication, cooperation, and collaboration are more critical than ever for career success. In fact, professionals with key soft skills get promoted 8% faster than those with only technical skills (Raman, 2024).

These trends underscore the growing need for influence regardless of title across different levels, functions, stakeholders, and industries. The good news is that clients can develop these skills.  

Client Scenario

My client, a first-time project manager, was facing a challenge: the department could not move on a time-sensitive project, thus putting it at risk. Without a formal team or title, this client took initiative, convening a group to explore diverse perspectives and tackle both stakeholder needs and the project’s urgency. They agreed to allow the work to proceed immediately while taking more time for final negotiations, saving the project.

By demonstrating managerial courage, this client made decisions far beyond their formal authority -- proving that influence can be earned through expertise and initiative.

Benefits of Influence Without Authority

When employees become adept at influencing others, regardless of title, they open doors to career advancement and promotions. Building a reputation for consistently delivering results boosts a worker’s visibility and credibility. As the saying goes, “It’s not just about who you know, but who knows you.”

Many professionals feel disempowered when they encounter roadblocks that seem beyond their control. Practitioners can help them recognize they can influence outcomes, hold power, and drive results without formal authority. Rather than surrendering their agency, they can overcome obstacles and inspire action by following these principles.

Four Key Principles of Influence

1. Building Trust

As my mentor Judith E. Glaser said, "Trust is the currency of collaboration. When trust is absent, everything becomes more difficult." She introduced an acronym (Glaser, 2014) to simplify the concept:

T: Transparency – Being open and clear in communication
R: Relationships – Building partnerships and support systems
U: Understanding – Demonstrating empathy and active listening
S: Shared Success – Creating a shared vision of achievement
T: Truth-telling – Being honest and straightforward in all interactions

Practitioners can help clients build trust in their professional relationships by using these strategies:

Speak Up: Encourage clients to address bottlenecks, inefficiencies, and challenges they observe. Creative solutions often arise from thinking outside the box, even if it means deviating from the norm. Follow the prevalent saying, “If you see something, say something.”

Value Integrity: Emphasize the importance of honoring commitments, while coaching them to push back respectfully when work deadlines are overwhelming. Help them practice ways to say no when necessary.

Ask for Help: Equip them with strategies to seek assistance when needed. Recognizing when to lean on others is a vital skill for building trust and fostering collaboration.

2. Developing Credibility

Key components of credibility include expertise, consistency, and reliability. Professionals can enhance their expertise by enrolling in relevant courses, reading industry-related literature, seeking mentorship, and volunteering for stretch assignments that push them beyond their current responsibilities. This not only helps them acquire new skills, but also enables them to connect with colleagues from different areas, fostering collaboration and broadening their perspectives. Practitioners can help clients by sharing relevant professional development resources.

3. Emotional Intelligence: Empathy and Understanding

The project manager in the scenario above initially felt furious about the situation and was tempted to confront the other party. They realized they needed to manage their own emotions before taking concrete steps. I introduced the WAIT method for emotional regulation (Girson, 2017).

Combining a stop sign image with the acronym WAIT - which stands for “Why Am I Talking?” - the WAIT method encourages clients to stop and assess their emotional state. This also enables them to observe how others react and read the room, so they can determine the right balance of assertiveness and flexibility. By recognizing when to push their agenda versus when to adapt to the situation, they can maintain influence without overstepping boundaries. Practitioners can download a bookmark outlining the WAIT method here.

Once clients have reflected on their responses, they can focus on understanding others’ perspectives and motivations. Empathy plays a crucial role in aligning goals and values, facilitating effective collaboration by demonstrating genuine interest in various viewpoints.

4. Effective Communication

Becoming an effective and persuasive communicator is a lifelong journey that enhances one’s influence. It is essential to observe and adapt to interpersonal dynamics that can vary across company cultures. Clients may notice these subtleties by listening to the workplace language and spotting employee behaviors, such as how others handle resistance in a meeting. The practice of asking open-ended questions can help them uncover the concerns and commonalities in situations they strive to influence. Practitioners may model this method of effective communication.

Additionally, role-playing exercises enable clients to frame their suggestions, proposals, and concerns in ways that resonate with their audience. This increases the likelihood of acceptance and collaboration.

Excelling When it Matters Most

Influence without authority is an essential skill in today’s organizations. By applying the above principles of influence and strategies, employees can become empowered and engaged leaders.

Practitioners could encourage clients to practice these techniques in their daily work and remind them that anyone can become a leader through influence, regardless of formal authority. Training and practice in low-stakes situations prepare them to excel when it matters most.

References

CultureAlly. (2022). How to influence without authority in the workplace. https://www.cultureally.com/blog/how-to-influence-without-authority-in-the-workplace

Girson, B. (2017). A leadership tool for managing the amygdala hijack. Beyond Sales Tactics blog.
https://beyondsalestactics.com/amygdala-hijack-leadership-tool/

Glaser, J. E. (2014). Conversational intelligence: How great leaders build trust and get extraordinary results. Bibliomotion, Inc.

Raman, A. (2024, September 4). 6 Critical human skills for the age of AI (plus free courses that teach them). LinkedIn Talent Blog. https://www.linkedin.com/business/talent/blog/learning-and-development/human-skills-age-of-ai?src=e-nl

Barb Girson, PCC, RCC, is CEO/president of Beyond Sales Tactics, LLC, a professional skill development company that helps “companies, teams, and entrepreneurs gain confidence, get into action, and grow™” through custom training, workshops, and executive coaching. She is a Registered Corporate Coach™ and is certified in Conversational Intelligence® and in NeuroZone, which develops and advances high-performing leaders and teams. Barb coaches and speaks on communication skills, including speaking up and gaining influence, as well as executive/leadership skills and career development. She has been featured in national media outlets including USA Today and CBS This Morning. Barb can be reached at BarbGirson@gmail.com, linkedin.com/in/barbgirson, or https://beyondsalestactics.com .