Influencing Up: How to Lead Effectively from Any Position

As a management and leadership coach for 30 years, I have talked with a LOT of people about workplace dynamics. Regardless of where the conversation begins–employee engagement, morale, feedback, communication–it always ends up with one of three themes: 

1. Repairing trust
2. Decision-making
3. Influencing up 

Influencing up is the ability to effect positive change by persuading individuals in higher positions of power or authority. For example, a middle manager proposes a new process for streamlining a workflow that can result in cost savings and increased customer satisfaction. By presenting the suggestion in a manner that aligns with senior leaders’ priorities—such as increased efficiency and customer satisfaction—while providing data on upfront costs, time to return on investment (ROI), and the steps needed for implementation, the manager can secure support and a budget for the proposal.

Influencing up is a powerful skill that can transform your career and create a positive impact within your organization. Whether you're in an entry-level position or a middle manager, the ability to influence those above you can help drive change, foster innovation, and align your team's efforts with the organization's strategic goals. Here’s how you can harness the power of influencing up to become a catalyst for positive change.

The first step to influencing up is understanding the priorities, challenges, and perspectives of your leaders. What keeps them up at night? What are their goals and pain points? By aligning your suggestions with their objectives, you can present your ideas in a way that resonates with them.

Action Tip: Spend time observing and listening to your leaders. Read their communications, attend their meetings, and understand their strategic priorities.

Trust is the foundation of influence. When your leaders trust you, they are more likely to listen to your ideas and take your recommendations seriously. Building credibility involves consistently delivering high-quality work, demonstrating integrity, and showing that you have the organization’s best interests at heart.

Action Tip: Keep your commitments, be transparent in your actions, and seek feedback to continually improve.

Clear, concise, and persuasive communication is key to influencing up. Tailor your message to your audience, focusing on the benefits and potential impact of your ideas. Use data and evidence to support your points, and be prepared to answer questions and address concerns.

Action Tip: Practice your communication skills by participating in public speaking workshops or seeking mentorship from skilled communicators.

Empathy allows you to connect with your leaders on a personal level, making your interactions more meaningful and impactful. Emotional intelligence helps you navigate complex interpersonal dynamics and build strong relationships.

Action Tip: Develop your emotional intelligence by practicing active listening, being mindful of your emotions, and seeking to understand others' perspectives.

Leaders are often focused on the big picture and strategic goals. When presenting your ideas, link them to the broader organizational vision and demonstrate how your suggestions align with and support these goals.

Action Tip: Use strategic thinking to identify how your ideas can contribute to the long-term success of the organization.

Influencing up can be challenging, and you may face resistance or setbacks. Persistence and resilience are essential to maintaining your efforts and continuing to advocate for your ideas.

Action Tip: Develop a growth mindset, viewing challenges as opportunities to learn and improve.

Having allies within the organization can amplify your influence. Collaborate with colleagues who share your vision and can help champion your ideas.

Action Tip: Network with individuals across different departments and levels, building relationships that can support your efforts to influence up.

Leaders appreciate proactive team members who bring solutions rather than just highlighting problems. When you identify an issue, come prepared with potential solutions and an implementation plan.

Action Tip: Develop problem-solving skills and take initiative in proposing actionable solutions.

Demonstrating the positive impact of your previous initiatives can build your credibility and strengthen your influence. Share success stories and highlight measurable outcomes to show the value of your contributions.

Action Tip: Keep a record of your achievements and regularly update your leaders on the progress and results of your initiatives.

Final Thoughts

Influencing up is about more than just getting your ideas heard; it’s about fostering a culture of collaboration, innovation, and continuous improvement. By understanding your audience, building trust, communicating effectively, and demonstrating resilience, you can empower yourself to lead from any position and make a meaningful impact within your organization.

Remember, every effective leader has had to influence up at some point, and they likely continue to do so with their leaders, board members, and other stakeholders. Your journey to making a difference starts with equipping yourself with the knowledge of effective influence strategies, when and how to use each for maximum benefit, and identifying the clear topics around which you want to have an impact. 

The DJA Inclusive Manager’s Toolkit covers all those topics, educating and equipping managers with practical skills and tools. We would love to work with you–our Fall 2024 cohort is enrolling now. Register here, or contact us for group enrollment. We would love to be part of your intentional developmental journey.