The Paths to Influence

Influence grows gradually—just like equity. Each intentional interaction, thoughtful gesture, and act of support is like adding a coin to the stack. The fastest path to building relational equity is through personal investment—showing up, listening deeply, and adding value without expecting instant returns. Over time, these consistent efforts compound into strong, trust-based connections.

We often find ourselves needing to influence in three key directions. Let us explore how to do that effectively in each one.

1- Influencing Upward

Influencing upward—also known as “managing up” or influencing senior leaders—is an essential skill, especially in roles like Scrum Master, Agile Coach, or Project Manager. It is about getting buy-in, aligning on priorities, and building trust with those who have decision-making power.

Titles do not earn you influence—resonance does. Wearing a title like “Scrum Master,” “Manager,” or “Team Lead” does not automatically earn you influence. Influence is not about hierarchy; it is about connection, trust, and alignment.

Resonance means your message, energy, and values strike a chord with others. People are drawn to those who:

• Understand them,
• Reflect shared values,
• And inspire confidence—not because of their title, but because of how they show up.

Here is a clear and actionable guide on how to influence up:

✅ 1. Understand Their Goals and Pressures

Before influencing, step into their world. Learn what drives their decisions.
Example Questions to Consider:

• What are their top 3 priorities right now?
• What are they being measured on—revenue, speed, innovation, risk?
• What excites or frustrates them most in this project?
  🎯 Use their language, not yours. Influence begins with alignment.

✅ 2. Speak in Terms of Business Value

Executives think in terms of outcomes, not activities.
Example:
Instead of “We need to improve sprint velocity,” say:
“Improving sprint velocity will reduce delivery time by 3 weeks, helping us meet the product launch deadline.”
🎯 Translate technical details into strategic impact.

✅ 3. Be Clear, Concise, and Structured

Leaders are busy—get to the point quickly.
Use this simple format:

• Start with the main point.
• Back it with 1–2 data points or insights.
• End with a clear ask or recommendation.
  Example Frameworks: BLUF (Bottom Line Up Front) or SCQA (Situation, Complication, Question, Answer)
  🎯 Clarity shows respect for their time. Structure increases influence.

✅ 4. Build Credibility Over Time

Earn trust through reliability and results.
Example:

• Always follow through on commitments.
• Share updates proactively—do not wait to be asked.
• If you make a mistake, own it early and share your recovery plan.
  🎯 Trust is your influence currency—guard it fiercely.

✅ 5. Bring Solutions, Not Just Problems

Do not escalate issues without options.
Example:
“We’re facing a delay due to vendor X. I see two paths: (1) expedite with extra cost, or (2) re-prioritize features. I recommend (1) because it protects the launch timeline.”
🎯 Leaders value proactive problem-solvers.

✅ 6. Adapt to Their Communication Style

Match how they prefer to receive information.
Example:

• If they like dashboards—keep it visual.
• If they respond better to verbal updates—schedule a quick sync instead of sending a long email.
  🎯 Influence flows when communication feels easy and familiar.

✅ 7. Manage Expectations Early and Often

Set realistic goals and update them regularly.
Example:

“We are on track this week, but a change in scope may impact the final sprint. I will confirm by Thursday.”
🎯 No surprises = more confidence in you.

Resonant vs. Dissonant Leadership: A Comparative View

Resonant Leaders	Dissonant Leaders
Emotionally Intelligent	Emotionally Reactive
Purpose-Driven	Performance/Optics-Driven
Attuned + Present	Tone-Deaf
Relational + Collaborative	Rigid + Transactional
Authentic	Performative
Growth Oriented	Control Oriented

To understand what the leaders are looking for use the Empathy mapping too. Empathy will create resonane.

Rather than guessing what they want, show empathy, ask directly, and ensure clarity.

2- Influencing down

Influencing down—guiding and motivating individuals who report to you or who are junior in role or experience—is just as important as influencing up. But the approach is different. It is less about managing tasks and more about inspiring, empowering, and building trust so people choose to follow you, not because they have to, but because they want to. Influencing down is about creating an environment where your team feels valued, heard, and empowered. Titles may get compliance, but resonance and trust get commitment.

Here is a clear, actionable guide on how to influence down effectively:

✅ 1. Lead by Example

Model the behaviors, values, and work ethic you expect from others.
Example: Want transparency? Share your decision-making openly. Expect accountability? Admit your own mistakes.
🎯 Consistency earns respect. Authenticity builds trust.

✅ 2. Make People Feel Seen and Heard

Recognize team members as individuals, not just roles. Understand their motivations, challenges, strengths, and goals.
Example:

• Start and stop meetings on time.
• DWYSYWD – Do What You Said You Would Do.
• Take notes during conversations—and refer to them later.
• Know one professional and one personal goal for each team member; follow up intentionally.

🎯 When people feel valued and remembered, they become more engaged and motivated.

✅ 3. Communicate the “Why,” Not Just the “What”

Do not just assign tasks—explain the purpose behind them.
Example: Instead of “We need to fix this bug,” say, “Fixing this issue will improve user retention by 15%, directly helping us hit our quarterly goals.”
🎯 Purpose fuels commitment. Connection builds influence.

✅ 4. Be Accessible and Approachable

Create a psychologically safe space where feedback, ideas, and mistakes are welcome.
Example: Ask open-ended questions in 1:1s like “What’s something we could do better?” or “What’s getting in your way?”
🎯 Approachability breaks hierarchy and invites collaboration.

✅ 5. Empower, Don’t Control

Trust your team to make decisions within their scope. Give them room to try, learn, and grow.
Example: Assign outcomes, not just tasks—“You own the success of this sprint demo.”
🎯 Empowered people are more confident—and confidence increases influence.

✅ 6. Give Credit and Celebrate Wins

Acknowledge contributions, both publicly and privately.
Example: Celebrate small wins in team meetings or shout them out in chats/emails.
🎯 People are influenced by those who uplift, not just those who instruct.

✅ 7. Offer Coaching, Not Just Direction

Help people develop their thinking, not just follow orders.
Example: Ask questions like, “What options are you considering?” or “What would you do differently next time?”
🎯 Good leaders grow other leaders.

✅ 8. Be Clear, Consistent, and Honest

Set clear expectations and stick to them. Do not overpromise or send mixed messages.
Example: If priorities change, explain why—and be transparent about implications.
🎯 Clarity builds alignment. Integrity builds loyalty.

✅ 9. Inspire Through Vision

Paint a picture of what is possible and how their role contributes to it.
Example: “By improving this process, you are directly shaping how the company scales.”
🎯 Influence comes from moving hearts, not just managing tasks.

✅ 10. Invest in Their Growth

Support your team’s development with mentorship, learning opportunities, and stretch assignments.
Example: Recommend a course, assign them to lead a meeting, or introduce them to a senior leader.
🎯 People follow those who invest in them, not just manage them.

3- Influencing Across

Influencing across typically refers to influencing peers, cross-functional partners, or stakeholders who do not report to you (i.e., without formal authority). This is a key leadership skill, especially in agile, matrixed, or collaborative environments. These practical strategies can help you gain buy-in, build rapport, and create impact—across functions and teams.

✅ 1. Build Relationships First

Before asking for anything, invest time in building genuine connections.
Example: Schedule informal check-ins or use “in-between moments” (like walking out of a meeting or chatting before a call) to ask how their week is going or what they are currently working on.

✅ 2. Establish Credibility and Trust

Be reliable and consistent. Follow through on your commitments—DWYSYWD (Do What You Said You Would Do).
Example: If you promised to send a summary or follow-up by Friday, make sure it is done—without reminders.

✅ 3. Align on Shared Goals

Frame your ideas around what matters to them, not just you.
Example: Instead of saying, “I need your team to approve this,” try, “This approach helps us both reduce delivery delays and improve customer satisfaction.”

✅ 4. Adapt Your Communication Style

Tailor your message to match the audience’s preferences—some like high-level summaries, others want details.
Example: With a data analyst, show charts and metrics. With a designer, highlight user experience or visual impact.

✅ 5. Use Data + Story Together

Use facts to support your point, but connect them to real-life impact.
Example: “Team A adopted this workflow and reduced backlog by 30%—which freed up capacity for innovation.”

✅ 6. Be a Master Lookout: “If This, Then That”

Anticipate possible objections or blockers—and plan proactive responses.
Example:

• “If legal pushes back on timing, then I will propose a phased launch.”
• “If they are concerned about cost, then I will show the ROI from last quarter’s pilot.”
  This foresight positions you as thoughtful, prepared, and collaborative.

✅ 7. Identify and Leverage Informal Influencers

Every team has trusted voices. Win over these informal leaders to gain broader support.
Example: Before a big proposal, get feedback from someone others trust. If they back you, others are more likely to follow.

✅ 8. Show Empathy and Flexibility

Acknowledge their priorities and constraints. Influence is a two-way street.
Example: “I know your team is understaffed this sprint—can we co-create a version that’s lighter to implement?”

✅ 9. Follow Up Thoughtfully

Stay engaged after the conversation. Show that you listen and care.
Example: After someone shares a personal goal in a 1:1, set a calendar reminder to check in a few weeks later: “You mentioned you were prepping for that certification—how did it go?”

Influence is not tied to hierarchy—it is built through trust, empathy, clarity, and value. Whether you are leading up, down, or across, the principles remain the same:
Understand what matters to others, communicate with purpose, and show up consistently.

Mastering the art of influence allows you to drive outcomes, build stronger relationships, and elevate your impact—no matter your title.

✨ Because true leadership is not about authority. It is about resonance.