Recently in a program from the Wharton School we reviewed the importance of influence. As organizations become flatter and less hierarchical, we all face the challenge of leading through influence rather than direct authority.
As you know, formal power doesn't guarantee real influence. Just having a leadership title like "Head" or "Manager" doesn't mean people will automatically follow your lead. The typical example in the business world might be a Brand Leader, who is responsible for a product but has no formal authority, has to figure out how to get marketing to do what she wants, how to get sales to do what she wants, how to get finance to play nice with everybody else. She's the Brand Leader, you'd think she could do it well, she's got the challenge of working through these informal channels. Even President Obama acknowledged, "I am president, I am not king. I can't do these things just by myself."
So, how can you cultivate informal power to truly inspire and mobilize people? We discussed four principles, and I added another one that nowadays, it's really crucial. Here are five key principles:
Focus on Legitimacy. Informal influence has to be earned through actions, not granted. You establish legitimacy by involving people in decisions that impact them and giving them a voice in the process. But equally important is demonstrating real performance results from the start. As Jeff Pfeffer, the renowned Stanford scholar on organizational behavior and power, states: "Power depends on the reputation for being effective." what you do early sets the tone.
Invest in Relationships. Treat people with dignity and respect. Go out and immerse yourself in the real work on the front lines. Listen to customers and those closest to the problems. Show you genuinely care about understanding their perspectives and experiences. Strong relationships provide the foundation for influence.
Leverage Symbolism. Your actions are always on display, so be intentional about the symbols you put forth. Travel to customer sites, walk factory floors with employees and make sacrifices that show your priorities. Symbolism conveys what's truly important far more powerfully than memos or speeches.
Value Flexibility. Tough challenges rarely have one right solution. Remain open-minded and willing to tackle issues from multiple angles. Clearly prioritize your top goals, but be ready to sacrifice lesser objectives to achieve what matters most. Steadfast commitment signals conviction.
Integrity and Coherence. Perhaps most crucially, you must model integrity by ensuring your actions consistently reinforce your messages. People quickly sniff out hypocrisy and disconnect between a leader's words and behavior. True influence flows from being wholehearted - bringing coherence to your beliefs, communications, and conduct.
Real leadership influence takes work. However, cultivating legitimacy, relationships, symbolic actions, flexibility and coherence creates the informal power to unite and inspire people in a way that formal authority alone cannot.