By: Patty Prosser
Most individuals who subscribe to the philosophy of positional leadership, (when someone leads based on their formal position of power, rather than their personal qualities), also believe that leaders that are stuck in the middle of the pack, cannot significantly influence organizational strategies. But is this really true?
Our research and experience tell us that tenacious middle managers who are committed to making an impact can have a significant influence in shaping or reshaping business decisions if they do the right things. Effectively leading from the middle requires influence, communication skills, collaboration, and strategic thinking- all skills that can be learned and perfected. And it starts with building positive, authentic relationships with the people you are trying to influence.
Case in point: I recently had the opportunity to work with a leader who was part of a team charged with identifying a potential new performance management system. After months of research and deliberation, the team decided that the one they had in place was still applicable to their organization. Although there were some dissenting team members, the group seemed to be moving in a direction to make that recommendation. The leader I’d been working with felt very strongly that a new system would be more in keeping with the culture the organization was trying to build and wanted the group to change its recommendation. So, she decided to utilize some of the techniques she and I had been working on to improve her influencing skills and presented a strong case, utilizing data rather than emotion. In the end, she was successful in changing the group’s mind!
In this case, this leader knew her audience and had strong relationships with the other participants. But the important lesson here is that if leaders feel strongly about a position and are armed with the right tools, they can successfully influence outcomes from wherever they sit.
Here are some ways leaders can develop their influence and effectiveness from the middle:
- Develop Strong Communication Skills
- Learn to articulate ideas clearly and persuasively.
- Adapt your message to different audiences, whether peers, senior leaders, or direct reports.
- Practice active listening to understand concerns and perspectives.
- Build Trust and Credibility
- Demonstrate reliability by following through on commitments.
- Exhibit integrity and transparency in decision-making.
- Be consistent in your actions and values to gain respect.
- Cultivate Relationships Across the Organization
- Form alliances with colleagues in different departments.
- Support and mentor peers to foster a cooperative culture.
- Understand the goals and pressures of senior leaders to align your efforts.
- 4. Demonstrate Expertise
- Develop deep knowledge in your field to become a go-to resource.
- Stay informed about industry trends and organizational goals.
- Influence Without Authority
- Use persuasion and logic to advocate for your ideas.
- Find common ground and present solutions that benefit all stakeholders.
- Leverage storytelling to make your ideas compelling.
- Demonstrate Initiative and Problem-Solving
- Take ownership of challenges and propose solutions.
- Be proactive in identifying and addressing organizational gaps.
- Volunteer for cross-functional projects to expand your influence.
- Embrace Emotional Intelligence
- Understand your emotions and how they affect your interactions.
- Recognize and manage the emotions of others to navigate complex dynamics.
- Stay composed under pressure and model resilience.
- Understand Organizational Dynamics
- Learn how decisions are made and who the key influencers are.
- Align your initiatives with the company’s strategic goals.
- Identify opportunities to contribute meaningfully to the organization.
- Be a Bridge Between Leadership and Teams
- Translate high-level strategies into actionable insights for your team.
- Advocate for your team’s needs to leadership.
- Foster collaboration by breaking down silos.
- Lead by Example
- Model the behaviors and attitudes you want to see in others.
- Inspire through actions rather than just words.
- Show dedication, hard work, and a positive attitude.
By mastering these skills, leaders in the middle can drive change, inspire teams, and create a lasting impact – regardless of their formal title. Influence is built over time through credibility, trust, and action. By mastering these skills, anyone can lead effectively from any position within an organization.
If you are interested in learning more or have other leadership development needs, please visit The Center for Leadership Excellence’s website at www.cleindy.com Patty Prosser is Co-Founder and Coaching Practice Leader at The Center for Leadership Excellence. For more information, contact Patty at 317-727-6464 or pprosser@cciindy.com