The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

Survival

A Fox’s inclination to quietly work behind the scenes is more than a matter of being able to keep one’s ego in check. By any measure, it is an operating necessity; however, that doesn’t mean it’s easy. For some people, power is like a drug. They must use it to fulfill themselves—and the more they use it, the more they need it.

Let’s look at Claire Thomas in our previous example. As her influence began to grow, she chose to exert it discreetly. If she flaunted her power by association with Caroline Miller, the positive perception people had of her might suddenly change. Many colleagues would likely cease to perceive her as confident; instead, they’d see her as arrogant. Instead of being astute, she could be considered cunning. She would not be someone who works well with others, but rather one who uses them. In short, there is a serious price to pay for being heavy-handed with influence.

The same challenges exist for Caroline Miller. While she already holds a senior position in her company and her influence cannot exceed her authority within her formal domain of marketing, she is still able to expand her reach beyond marketing. As long as she is addressing a marketing matter, she can be as visible and direct as she would like, but beyond that domain, she must remain largely invisible. The issue is not having influence; it’s a question of how she uses it. Some managers like to be hands on or perhaps micromanage an organization, while others use their influence to guide and ...