Leveraging Consulting Tools to Influence Business and Strategy

Human Resources Association Central CT

July 16, 2013

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“Perhaps the greatest challenge business leaders face today is how to stay competitive

amid constant turbulence and disruption.”

Harvard Business Review

John P. Kotter, November 2012

“Change Faster: How to build adaptive genius in your organization”

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Perspective: How’s the Water?

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Evolution of HR

Pre-1900 Small Business and Guilds No HR

1900 Industrial Revolution Labor Relations

1920 Civil Services and Labor Laws Industrial Relations

1940 Scientific Management Personnel Administration

1960 Compliance Personnel

1980 Human Relations Service Based Economies Beginning of Outsourcing

Training

Human Resources

2000 Globalization Human Capital

Today Social Media Chief Influencer?

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Why Influence Matters

• 43% of CEO’s/CFO’s and HR Directors said their companies have missed financial goals in the last 18 months because of inadequacies in human capital management and managing strategic alliances

• 40% indicated that such shortcomings have hindered their ability to innovate

(Data from article Katie Kuehner-Hebert: Who Owns Talent Management?)

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What is your biggest challenge when influencing your clients/business partners?

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Be a Strategic Influencer!

Building Partnerships : Stakeholder Map

Peers, professional affiliations

Executive Staff

Direct Team Vendors, customers, supporting teams

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100 Things to Watch For in 2013: What HR Might Influence

Trends 2013:

• Intelligent objects: everyday objects are evolving into tech-infused smart devices – Appcessories with Attitude

• Predictive Personalization: Brands will increasingly use data analysis to predict consumer behavior and tailor offers and communications very precisely

• Everything is Retail: Shopping shifting to online or physical stores to a value exchange; brands will get increasingly creative in where and how they sell their goods

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What Trends do you See in Your Business?

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HR’s Levers of Influence

Role

Relationship Expertise

Level of authority to lead change

Control over resources and information

Ability to remove obstacles

• Credibility based knowledge of talent and organization

• People’s trust in the HR Leader based on how you interact with your client base

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Consulting and Influence: Five Power Tools

Reasoning

Inspiring

Consulting Coalition Building

Recognizing

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Reasoning

• Using logical information and factual evidence to create a win-win situation when presenting your proposal or request that is likely to result in the attainment of a business objective (assigned or otherwise).

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Inspiring

• Used when working with a client or group of individuals when making a request or business change that you believe requires a level of enthusiasm to accomplish an outcome; it appeals to your client’s values and ideals.

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Consulting

• Seeking a person’s participation in strategic planning, activity, or change for which a client’s support and assistance are desired; use of questioning and being willing to modify a proposal to deal with a client’s concerns and suggestions.

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Recognizing

• Acknowledging your client’s contributions, efforts, or accomplishments to the department or organization to increase his or her engagement in a project or organization change.

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Coalition Building

• Seeking the support of people to persuade a individual or group to contribute to an organization project or change; creating a team environment to make decisions.

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Exercise: Developing an Influence Plan

1.Describe a business challenge your client (or client group) is experiencing.

2.What advice do you have to address that challenge?

3.Which of the five influence levers could you use to help your client address the challenge?

4.What outcome would you like to see as a result of your influence (e.g., change in business, process redesign, promotion, etc.) What could get in the way of achieving that outcome?

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Who is the Chief Influencer?

• Cultural Architect

• Technical Expert

• Business Champion

• Trail Blazer

• Innovation Leader

• Credible Activist

• Talent Director

• Team Builder

• Brand Champion

• Customer Loyalist

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Fun Websites

• http://jeannemeister.com

• http://www.jwtintelligence.com/wp-content/uploads/2012/12/F_JWT_100-Things-to-Watch-in-2013_12.21.12.pdf

• Worldmanagementsurvey.org

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Questions?

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