
Leading without direct reports 167
Benets
When I started in my current role in organisation effectiveness,
I had a meeting with the vice president of sales in Europe. His
opening line was, ‘Tell me about your role and what you can
do for me and my team.’ This pretty much sums up a really
important point when you are trying to inuence anyone, but
in particular senior managers. People are primarily interested
in the benets you can offer them. If you can clearly answer
the question (whether it is asked or not), ‘What’s in it for
me?’, you are well on the way to gaining their agreement and
support.
Commitment
When you are trying to inuence other ...