The previous three columns have laid the groundwork for establishing yourself as an effective influencer. In this month’s column, we will explore gaining the unique insights necessary to establish a program that will truly provide value to the enterprise. It will also begin the process of establishing you as a trusted and valued partner.
Now that you have a solid understanding of the enterprise and having identified the individuals that are strategic to the enterprise, it is now time to get to the heart of the issues. As you formulate your questions, we cannot over-emphasize that, in doing so, you have to ask intelligent and leading questions which do not leave an impression that you are clueless about the enterprise’s goals and objectives, the environment in which it operates, or the role of the specific function the individual leads. You also have to be extremely careful to not come across as if you are conducting an interrogation… keep it friendly, but professional.