DEVELOPING INFLUENCE: It’s Your New Leadership Skill

1. DEVELOPING INFLUENCE: It’s Your New Leadership Skill Indiana Rural Health Association 2014 Presenters: Sara Johnson, MHA, FACHE, IU Fairbanks School of Public Health Jack Bebiak, MBA, JRB Healthcare Advisors

2. Influence: A Critical Leadership SkillSession Purpose & Objectives Purpose: Continue our discussion on practical leadership skills in this complex industry • Understand the source, consequences & new principles to lead personally and professionally “Our Appreciation to IRHA for enabling today’s discussion and learning”

3. Learning Objectives: • Participants will be able to: • Consider ways to use influence to address the world of “Change, Collaborations, and Complexities” in healthcare • Understand their own and others’ resistance to change • Acknowledge both individual and organizational opportunities to positively influence

4. Tying Influence to Trustee and Physician Leadership: 2011The Four Cornerstones of Leadership The Four Cornerstones of Leadership: “Exceptional Leadership”, Dye & Garman, ACHE Exceptional Leadership - Garman and Dye

5. Tying Influence to Ethical Leadership (2012) • Achieve an understanding of the unique ethical challenges of rural healthcare leadership in areas such as physician integration, community partnership, and staying focused on quality patient outcomes. ding of the unique ethical challenges of rural healthcare leadership in areas

6. Conducting your personal Complexity “gap analysis” (2013) • New Principles of Leadership • A. Think evolution of resilience and not design for stability • B. Expect surprises across all levels of scale • C. Drive effectiveness looking forward, not backwards • D. Build models and encourage focused experimentation • E. Recognize and reinforce large scale patterns to ride waves of renewal • F. Influence, not Control

7. Today’s Methodology:Interactive Cycle of: Knowledge, Understanding, and Translation into personal Growth & Development • Group facilitated reflection & examination of the subject matter creates deeper understanding • Collectively, discuss examples of how we can translate our learning into personal and professional growth

8. Working definition for today Influence is the process by which people successfully persuade others to act, listen, follow, believe….

9. METHODS OF INFLUENCE • Words • Actions • Other?

10. Qualities that Influence • Think of someone who has influenced you at work… • What are those qualities or characteristics that make a difference in whether you will be influenced or not? • Focus Group • Examples: • Something in common (peer) • Expert knowledge • Shared experiences (don’t say you understand if you’ve not had this experience) • Someone I trust • How do you build trust?

11. Designing Your Influence Strategy • Identify : • Your objectives (business or personal) • Whose cooperation is needed • Their needs/what’s important to them • Your values and attitudes toward possible strategies (Can you live with the outcomes?) • The appropriate strategy will emerge • Needed to expand the sphere of participation

12. Influence Styles • Assertive persuasion • Reasoning • Debating • Presenting ideas, proposals and suggestions that involve facts and logic • Reward and punishment • Stating expectations • Using incentives and pressures • Evaluating • Demanding • Bargaining

13. …Influence Styles • Participation and trust • Understanding • Involving and supporting others • Personal disclosure • Active Listening • Common vision • Inspiring • Visioning • Finding common ground • Aligning

14. Outcomes of Influence Attempts Commitment Compliance Resistance

15. Establishing Sustained Influence • Influence is maintained and sustained with individuals by: • Developing a reputation as an expert • Spending time on critical work relationships • Developing a network of resource persons who can be called on for assistance • Implementing influence tactics with sensitivity, flexibility, and appropriate levels of communication

16. Establishing Sustained Influence • Influence is maintained and sustained with organizations by: • Systemic reinforcement • Performance management – tie desired behaviors to positive performance qualities • Other examples of how this is being done?

17. Why was she influential? • http://www.youtube.com/watch?v=0nYXFletWH4 • If people can influence entire nations, how can we influence individuals and groups within our organizations? • What is your sense of the significance of Influence required to effectively fulfill your leadership role and responsibility?

18. Why do you think this woman is influential?

19. Why does it matter? • Influence is Key to Changing the way our organizations think about our future…. • Where do you need to focus your influence? • Is it generational? http://www.youtube.com/watch?v=y6Sxv-sUYtM&feature=player_embedded

20. Remember what we’ve discussed today….. Influence is the process by which people successfully persuade others to act, listen, follow, believe…. YOU, as the leader.

21. What are YOUR specific steps to positively influence others and outcomes? “Thank you for creating this meaningful conversation”