Acknowledgments ix

Introduction: Enhance Your Influence and Impact by Focusing on the Mission-critical Parts of Your Role And Adapting to the Culture of the Organization 1

Part I The Disconnect: What Your Organization Wants You to Know (But Hasn’t Told You!) 7

1 Get What You Want by Doing What Your Organization Needs: The One Change You Need to Make 9

2 You Have More Power than You Realize 23

Part II the Solution: Discover Your Levers of Influence 39

3 Discover the Essentials of Your Job: Collect the Data 41

4 Now Write Your Working Job Description: The Essential What and How of Your Role 59

5 What If Bias Keeps You from Being Effective?: Increasing Influence in Difficult Contexts 73

6 Now That You Know the Truth About What Your Organization “Actually” Needs from You: Do You Still Want This Job? 85

Part III Plan A: Grow Your Influence and Impact 99

7 Build Your Personal Strategic Plan TM : Set Your Course to Increased Influence and Impact 101

8 Work Your Growth Plan, Build Your Influence: Putting Your Plan into Action 113

9 Take on More Responsibility, Expand Your Impact, and Enjoy the Benefits: Sell Your Value Without Selling Yourself 125

Part IV Plan B: if You Don’t Want This Job, Find a Better Fit 139

10 Getting Over the Job You Thought You Had: Managing Emotions and Moving Forward 141

11 Negotiate for a Better Role Inside Your Organization: Find a Fit for Your Strengths and Influence 151

12 Make a Plan to Move On: Sometimes You Need a Fresh Start 163

Part V Helping Others Build Their Influence and Impact 175

13 A Primer for Managers: How to Coach Your Employees to Increase Their Influence and Impact 177

About the Authors 183

Guest Contributors 185

References 187

Index 197

Unhappiness in one’s job is an unfortunately common phenomenon, with many feeling frustrated or limited by work for reasons they can’t identify. Despite doing a great job, these people often don’t get the recognition or promotions they are seeking. In extreme cases, this can lead to exhaustion and burnout.

In Influence and Impact, accomplished consultants and authors Bill Berman and George Bradt deliver an insightful exploration of how to overcome this frustration and lack of satisfaction by focusing on the job that your company and your culture want you to do. The book explains that, regardless of your formal job description, your real occupation is meeting the needs and expectations of the people around you.

You’ll discover how to take a step back and reassess your job within your firm and adjust your approach to it. Influence and Impact explains how you can work with your managers, colleagues, and direct reports to switch gears and reinvigorate your professional life by delivering the outcomes your co-workers really want and expect from you.

With these changes, you can achieve better results and more satisfaction from the position you’re in now. You’ll also find out if you need to reconsider whether it is time for a new position inside of your company or a different company altogether.

Move beyond job descriptions and what was told to you on your first day of work. Focus on the real-time needs and wants of the people who depend on you every day. Perfect for executives, leaders, managers, and employees who seek to maximize their impact at work, Influence and Impact is an indispensable guide for anyone looking to reconnect with the feelings of satisfaction and recognition that come with doing an excellent job.