How to Influence a Group or Selection Committee

By Chakisse Newton, President, Cardinal Consulting, LLC

A few weeks ago, I went on a retreat with fellow members of a city leadership group.  As part of the process, we selected three candidates for a group project that we will execute next year.  Though dozens of great ideas were suggested, only three ideas made it to the final round for consideration.

At the end of the weekend, many people were disappointed that their ideas were not selected. Some people watched their ideas stall in a sub-committee and never had the opportunity present their ideas to the entire group for consideration.  Here are some lessons on leadership and influence that I learned from observing the retreat that you can use the next time you need to influence a group decision-making process:

1. Understand the Process.  When you want to influence a group, make sure you know the decision–making process.  At the retreat, few people knew in advance how the final ideas would be chosen and most assumed that they could present to the entire group. Instead, the selection process used small groups that quickly eliminated most of the recommendations. That lack of information put some people at a serious disadvantage for sharing their ideas.

2. Use Your Resources.  Take advantage of any contacts or information that can give you additional insight. In particular, benefit from the experience of others who have done what you want to achieve.  For my group, there were two liaisons for the group project who knew the exact selection process and, if asked, would have coached participants on how to make the best case. No one took advantage of that opportunity.

3. Engage Others in Advance. If appropriate, share information with your team in advance to create broader influence.  In my leadership group most people waited to share their ideas until the presentation at the retreat. However, if they had shared their preliminary findings with others, they would have entered the retreat with a strong base of support.

4. Prepare for Contingencies. Have a backup plan for sharing your idea. Sometimes the room doesn’t have a PowerPoint projector as promised or the photocopier breaks when preparing your handouts. At the retreat, people who didn't have the opportunity to give a group presentation lacked backup plans and resources to share their information with others.

5. Use the Big Guns.  Don't save the best for last.  Lead with the strongest arguments that support your case.  Don't assume that you'll have a second chance to share more information because that chance may not come.

6. Persist.  If you don't receive the response that you want, don't take the first ‘no’ for an answer.  Instead, ask follow-up questions to find out why your idea wasn't selected and how to make your presentation or project better.  You've got nothing to lose by asking (politely). At the retreat, many people watched meekly while their ideas were eliminated instead of asking questions and taking a last opportunity to address concerns and make their case.

Here’s a bonus technique: whether you succeed in your ultimate goal or fall short, take a quick moment to debrief on your performance so that you can benefit from lessons learned. You are benefitting from my post-retreat debrief now. While there is no way to guarantee that you will successfully influence a group 100% of the time, you can be sure that you will be more effective and more influential if you understand the influence process, use your resources, engage others, prepare for contingencies, use your big guns and persist.

 © 2010 Chakisse Newton. All Rights Reserved.