STEP 1: TARGET the person or people to influence.

Is it your boss? A peer? A subordinate? Or is it someone who has the power to stop your promotion or hinder the progress of your project?

STEP 2: IDENTIFY the behaviour to be changed.

Is it an action? Maybe it’s inaction. Maybe you want this person to be more open with you. Or perhaps you would like to clear up a misunderstanding.

STEP 3: ENVISION a positive outcome.

Will you simply fulfill your immediate goal? Or will there be some long-term effect – either positive or negative?

STEP 4: CREATE benchmarks to measure success.

What measurable, observable evidence will you need to ensure that your goal has been fulfilled? Is the person more friendly now? More open to your suggestions? Measuring results is critical to gauging success. You’d be surprised at how many people overlook this very important aspect of influencing.

STEP 5: SET deadlines.

Determine when you can realistically expect to influence this person and fulfill your goal. It can be a year or six months from now – or even next week. But set a real date and stick to it.