When I started working in a new division with a new leadership team —people I didn't know anything about and unfamiliar with how the team operated— gaining credibility became my aim. It was clear that I needed a thoughtful plan.

Fortunately, I had one. I turned to the wisdom of Peter Drucker and Marshall Goldsmith.

Goldsmith emphasizes that making a positive difference in people's lives matters far more than merely being smart or proven right. But Drucker provided specific principles for earning credibility and elevating one's influence.

Of Drucker's credibility principles, these three deeply resonated with me:

Every decision in the world is made by the person who has the power to make the decision. Make peace with that.
If we need to influence someone in order to make a positive difference, that person is our customer and we are a salesperson.
We should focus on the areas where we can actually make a positive difference. Sell what we can sell and change what we can change. Let go of what we cannot sell or change.

Gaining true credibility as a leader is no easy task. It requires personal integrity at every step. As Drucker knew, integrity is non-negotiable for effective leadership. Without it, a leader has no legitimacy and will not be trusted.

In an era of low trust in leaders, Drucker's timeless wisdom is more essential than ever. Personal integrity, reality-based thinking, and a spirit of service must ground every decision. When our actions align with our stated values, we earn credibility. With that credibility, we gain the power to lead positive change.