Mr. Gaby Awad was the speaker for the month of September 2017 in PMI Lebanon Chapter and he discussed Project Leadership and what does it take to align Leadership ‘laws’ into the process of influencing stakeholders. Talking Points & Agenda: “Becoming a Person of Influence” is a model for anyone who aspires to grow as a leader. Based on a book written in tandem by Dr. John C. Maxwell and Jim Dornan, the book spells out ten fundamental qualities that define influencers. The authors carefully point out that a person’s influence does not develop overnight, but rather through a progression of four stages: modeling, motivating, mentoring, and multiplying. Influence can be acquired, but it only grows in increments. The good news is that no matter where you stand on the stairway of influence, there are learnable qualities to help you climb to the next step. Key concepts discussed in the talk: Key Leadership Laws in the context of Project & Stakeholder Management: The Law of the Lid The Law of Influence The Law of Buy-in I – Integrity with People N – Nurturing People F – Faith in People L – Listening to People U – Understanding People E – Enlarging People N – Navigating for People C – Connecting with People E – Empowering Others R – Reproducing Others

1. Influencing Stakeholders
Through Project Leadership

2. Most important things to know about me
4
1. An accomplished business professional
2. A long track record of experience
3. A business coach and speaker
4. A PMO & PM practitioner and trainer
My motto in life is: “A man is loved not for how tall he stands, but
for how often he bends to help, comfort, and teach…”

3. The Four Steps to Learning …
Unconscious
Incompetence
Conscious
Incompetence
Conscious
Competence
Unconscious
Competence
Unconscious
Incompetence
Discouragement
Learning & Effort
Practice
Intuition

4. Time to get into ACTION…
FACE 2 FACE

5. A bit about learning…
GAMES
are often a
REFLECTION
Of
BEHAVIOR

6. So then WHY…?
When I asked you to
“Thank your partner and take a seat…”
You have changed back to the way you were before the
game?

7. Your COMFORT ZONE
It means you can attend a
workshop/event, learn how to
change, do it for a week or
two… and then go back to your
old and more comfortable
ways...

8. May I ask…
STEKEHOLDERS?

9. How PMs spend their time?
Leadership,
involvement and
communication59%
14%
8%
19%
Manage
project
Manage
resistance
People
management
Source: Global survey of 500 Multinational & Government organisations - MORI/PwC
86% - Stakeholder management!

10. The EVEREST Challenge…

11. Stakeholders Management Plan
Stakeholder Personal Impact Reaction to Change Influence Strategy/Tactics
Responsible
Person
Operations
Director
HIGH
New practices
New technology
Less resource
BLOCKER
Lacks skills to cope
Doesn’t believe
change is necessary
HIGH
Respected
Speaks his mind
One to one talks to explain need for
change
Offer of coaching on skills
Publicly debate his views
JH
CIO HIGH
Changes to job
description
Tough time scale for
new systems
implementation
BLOCKER
Wants to develop in-
house systems
MEDIUM
Controls use of
systems
Track record is
poor
Stress opportunity for him to increase
his influence
Study tour to see systems in operation
elsewhere
NP
HR Manager HIGH
Huge need for extra
training
CHAMPIONS
Enthusiastic about
opportunities
LOW-MEDIUM
No one else can
supply the training
Involve them in focus groups to design
training
Develop skills of individual trainers
JH

12. But how to keep stakeholders engaged?
Identify people, groups, or organizations that could impact
or be impacted by the project, analyze their expectations
and develop appropriate strategies for effectively
ENFLUENCING them in project decisions and execution…

13. May I ask…
LEADERSHIP?

14. Leadership = Influence
LEADERSHIP is INFLUENCE
nothing more, nothing less
- John Maxwell

16. LAW #1– The law of the LID
• Leadership ability is the
lid that determines a
person’s level of
effectiveness.
• The lower an individual’s
ability to lead, the lower
the lid on his potential.

17. The McDonald brothers and Ray Kroc

18. LAW #1– The law of the LID

19. What is the lid number on my leadership?
Grade AREA
CHARACTER
CHARISMA
COMMITMENT
COMMUNICATION
COURAGE
FOCUS
GENEROSITY
INITIATIVE
LISTENING
Grade Quality
PASSION
POSITIVE ATTITIDE
PROBLEM SOLVING
RELATIONSHIPS
SECURITY
SELF-DISCIPLINE
SERVANTHOOD
TEACHABILITY
VISION
• Grade (1-10)
• Find the average
• Find where you can
make improvements
and impact
• Work your strengths
• Reflect on other
leaders
• Make a “stop doing”
list.
Total ______ ÷ 18 = ______

20. LAW #2– The law of INFLUENCE
He who think he is leading and no one is following,
is only taking a walk!

21. The 5 Myths of Influence
1. Management myth
2. Entrepreneur myth
3. Knowledge myth
4. Pioneer myth
5. Position myth

22. The 7 Factors of Influence
1. Character – People can sense Truth, Integrity
2. Relationships – Surround yourself with the right people
3. Knowledge – Study, learn. Know the facts. Do your homework!
4. Intuition – Energy, morale, timing, momentum. What do you feel?
5. Experience – What challenges have you had in the past?
6. Past Success – What is your track record? Have you extended
yourself, taken a risk and succeeded?
7. Ability – What are you capable of? Can you be a good coach vs
manager?

23. The 3 questions followers ask leaders
1. Do you care for me?
2. Can you help me?
3. Can I trust you?

24. LAW #3– The law of BUY-IN

25. A leader …
• Develops relationships
• Is honest, authentic and trustworthy
• Holds themselves to high standards
• Gives people the proper tools
• Helps followers achieve THEIR goals
• Develops their leadership

26. People DO what people SEE
People don’t follow worthy causes; they follow worthy leaders who
promote their worthy causes…
• What is your cause?
• Who do you believe is a trust-worthy, authentic leader in your
cause?
• Do they have your SAME vision?
People will buy into you…. when you buy into people.

27. So how you become a person of…
INFLUENCE?

29. Increasing your influence = increasing your leadership

30. Influence Inventory
• How do you influence others?
• How many do you influence?
• When do you influence others?
• Where do you influence others?

31. Influence Inventory: How?

32. Influence Inventory: How?

33. Influence Inventory: How?

34. Influence Inventory: How?

35. Influence Inventory: How?

36. Influence Inventory: How?

37. Influence Inventory: How?

38. Influence Inventory: How Many?
Everyone influences someone,
few people influence a lot of people…

39. Influence Inventory: When?
If I’m not on top, I can’t lead… Leadership is influence not
position
When I get to the top I will be
able to do anything..
If I were on top, everyone
would follow…
If people don’t follow you now,
they won’t follow you then
When you get to the top you
have to practice servant
leadership

40. 10 Ways to INFLUENCE people
1. I – Integrity with People
2. N – Nurturing People
3. F – Faith in People
4. L – Listening to People
5. U – Understanding People
6. E – Enlarging People
7. N – Navigating for People
8. C – Connecting with People
9. E – Empowering Others
10. R – Reproducing Others

41. Integrity
• Integrity cannot be purchased… It’s
shaped by each ethical decision you
make.
• Integrity is your responsibility… It’s
an inside job, the cumulative effect
of your choices in life.
• Integrity matters, because it’s the
gateway to trust, and only by
establishing trust can you gain the
right to influence others.

42. Nurture
• Influencers pay attention to the
needs of those around them, and
then try to meet those needs.
• The average person want to know
they’re respected and valued.
• Leaders nurture others by extending
genuine care, offering a sense of
belonging, and being generous with
encouragement.

43. Faith
• Most people have a deficit of self-
belief. As such, they gravitate to
leaders who recognize their abilities
and believe in their potential.
• A person of influence demonstrates
faith in others by helping them to
visualize success, celebrate victories,
and learn from failure.

44. Listen
Look at speaker
Ask questions
Don’t interrupt
Don’t change subject
Emotion
Responsive listening
• Listening communicates
respect.
• When leaders are
attentive, they generate
strong relationships and
increase knowledge.
• By hearing what others
have to say, leaders earn
the loyalty of followers.

45. Understand
• To win influence you have to step
outside the confines of your
perspective to consider the
viewpoints of others.
• Nobody cares how much you know
until they know how much you
care…
• Before asking to be understood,
devote effort to understand the
other person’s point of view.

46. Enlarge
• You cannot give what you do
not have…
• Success is growing to your
maximum potential, and sowing
seeds that benefit others
• Success – when you work hard
to better yourself.
• Significance – when you work
hard to better others…
GROW
YOURSELF
GROW PEOPLE
GROW
ORGANIZATION

47. Navigates
• Some people float through life
without a defined destination.
• Leaders help others navigate
toward goals and dreams.
• A good navigator assists others
in making course corrections by
steering them clear of
distractions and guiding them
down the path to success.

48. Connect
• If you take people for granted,
you’ll not be able to connect
with them to achieve anything.
• Influential people know that
they depend upon others to
achieve the goals.
• They initiate relationships, look
for common ground, and learn
how to motivate those around
them.

49. Empower
• Not dumping assignments on
subordinates or delegating every
conceivable task.
• Empowerment inspires them to see
the person they can be.
• Leaders empower others through
modeling leadership behaviors,
coaching a winning attitude, and
instilling confidence.

50. 80% of leaders attract followers

51. 10% of leaders attract leaders

52. 5% of leaders reproduce leaders

53. Action Plan
1. Model good leadership
2. Take & provide leadership training
3. Seek & provide leadership resources
4. Provide leadership experiences
5. Create a growth environment

54. BFO’s and Learnings …
• What are your top 3 BFO’s from today… ?
• What will you do tomorrow in your life and
business… ?

55. Thank You !
Gaby Awad
+961.3.719199
gabyawad@actioncoach.com
www.JohnMaxwellGroup.com/gabyawad