How to Influence People in Times of Change

• Founded in Manchester in 2005 by Adam Green & Neil Fineberg. • Unique recruitment model of 100% focus on Non Clinical Interim & Permanent recruitment

within Healthcare/NHS sector. Specialism's include • IM&T• Commissioning• Finance• Estates & Facilities• Governance• HR• General / Operational Management• Programme Management

• As per HSJ figures we are the UKs largest advertiser of Interim NHS roles • Currently have 135 working Interim Managers in 94 Healthcare Organisations• In 2009 - placed 15 permanent staff members from AfC Band 7 to 9/VSM

• IM&T Candidates- Senior Management in IM&T & Informatics- IT Project Managers- CaB Managers- IT Technicians, eg. SQL Developers, RiO, SystmOne- Information Analysts - Clinical Coders

If we can help you with anything today then please do let myself or my colleague, Brian Johnston know?

Your facilitator today

Mark Fitzmaurice

Director and Master Trainer

Over 20 years

Dale Carnegie Training

80 countries

97 years, since 1912

7,000,000 people taken our programmes

Introductions

Name

Location

Job Role

Yrs of Experience

What’s the difference?

Manipulation

Influencing

Business Book 20th Century

In what areas do you

need to be more

effective at Influencing

People?

What are some

challenges associated

with Influencing

People?

What qualities, skills

and abilities do you

need to be a good

Influencer?

Triangle of Success

Knowledge

SkillsAttitude

15%

85%

AttitudeHaving a positive can do attitude

Attitude

‘It can’t be done’‘It’s not possible’‘Don’t ask me’‘I’m not very good’‘We’ll fail’

Remember 20 random items, forwards and backwards, in the exact order, with the exact colour, without writing them down

Inside 4 minutes

What are you thinking?

Having a positive, can do attitude

Attitude

‘It can’t be done’‘It’s not possible’‘Don’t ask me’‘I’m not very good’‘We’ll fail’

Know where you

going!

Rapport

Influencing

Leading

Building RapportDon’t criticise, condemn or complain

Give honest, sincere appreciation

Create in the other person an eager want

Become genuinely interested in them

Smile

Remember and use their names

Be a good listener

Talk in terms of the their interests

Make people feel valued and important, and do it sincerely

Influencing People• Avoid Arguments

• Show respect for other

person’s opinion

• If you are wrong admit it

quickly

• Begin in a friendly way

• Get the other person saying

YES, YES

• Let the other person do most of the

talking

• Let them think the idea is theirs

• See their point of view

• Be sympathetic with their ideas

• Appeal to the nobler motives

• Dramatise your ideas

• Throw down a challenge

How to Influence People in Times of Change