Handling Client Politics
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Transcript Handling Client Politics
Office Politics
How to harness the monster
and achieve positive results with integrity.
AVENUE MANAGEMENT
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Have you ever been the victim
of politics?
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My Political Credentials
ANNA HIPKISS
GENERAL MANAGER
FINANCE / IT
SERVICES DIRECTOR
SOFTWARE
MARKETING DIRECTOR
CONSUMER PRODUCTS
& SOFTWARE
HEAD OF TRAINING
ENGINEERING
& CONSUMER PRODUCTS
INTERNATIONAL
MARKETING CONSULTANT
CONSUMER PRODUCTS
PERSONNEL OFFICER
ENGINEERING
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Profile of a skilled politician
Nick is the Marketing Director:
He knows what he wants and is very
determined
He plans ahead, and foresees obstacles
He manages his PR profile very well
He has built a strong relationship with the MD
He knows who is with him and who is against
him
His motive is personal – he wants the MD’s job
He has little regard for anyone who gets in his
way
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Motives
NEGATIVE
Empire building
Promotion
Insecurity
POSITIVE
Achieving a result
Winning commitment
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“Political” skills
Clear Goal
Plans
Anticipates
PR profile
Cultivates Allies
Recognises Opposition
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Power sniffing
Find out where the
decisions are made
Who is involved
How people speak
about the decision
makers
What people don’t say
about them!
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The Formal Organisation Chart
PAUL NEWMAN
MANAGING DIRECTOR
KATE WINSLETT
ASSISTANT
AMY JOHNSON
HR DIRECTOR
ELVIS COSTELLO
SALES DIRECTOR
TIGER WOODS
FINANCE DIRECTOR
ROBBIE WILLIAMS
ASSISTANT
JOHN MAJOR
MARKETING MANAGER
GEORGE BUSH
MANAGEMENT ACCOUNTANT
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The Informal Organisation
Chart
PAUL NEWMAN
MANAGING DIRECTOR
KATE WINSLETT
AMY JOHNSON
HR DIRECTOR
ELVIS COSTELLO
SALES DIRECTOR
TIGER WOODS
FINANCE DIRECTOR
ROBBIE WILLIAMS
ASSISTANT
JOHN MAJOR
MARKETING MANAGER
GEORGE BUSH
MANAGEMENT ACCOUNTANT
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The Political Chart
PAUL NEWMAN
MANAGING DIRECTOR
KATE WINSLETT
ASSISTANT
AMY JOHNSON
HR DIRECTOR
ELVIS COSTELLO
SALES DIRECTOR
TIGER WOODS
FINANCE DIRECTOR
ROBBIE WILLIAMS
ASSISTANT
JOHN MAJOR
MARKETING MANAGER
GEORGE BUSH
MANAGEMENT ACCOUNTANT
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The Political Map
The Outer Circle
The Inner Circle
The Middle Circle
Circle Of Influence
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Never Assume…
OPERATIONS DIRECTOR
MANAGING DIRECTOR
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Plan of influence
MANAGING DIRECTOR
NEUTRAL
MIDDLE CIRCLE
SERVICES DIRECTOR
INNER CIRCLE
ALLY
MARKETING DIRECTOR
INNER CIRCLE
ENEMY
FINANCE DIRECTOR
MIDDLE CIRCLE
NEUTRAL
SALES DIRECTOR
INNER CIRCLE
NEUTRAL
MARKETING MANAGER
INNER CIRCLE
NEUTRAL
FINANCE MANAGER
INNER CIRCLE
NEUTRAL
SALES MANAGER
MIDDLE CIRCLE
ALLY
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Your Plan of Influence
Opportunity
Problem
You
Solution?
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Foresee Obstacles
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Finding leverage
Making politics work
for you
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Finding leverage
Making politics work
for you
Key leverage points:
HR Professionalism
Face saving
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Organisation Case Study
US takeover of UK company
New VP for Europe appointed from USA
UK MD retiring
Harry, HR Director briefed to identify
successor, with your help
Two strong contenders for MD’s job
Jerry – suspected of harassment
Brad – powerful, with a hold over Harry?
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Case Study – Your Aims
To impress Ray, the VP of Europe
To protect Harry, and help him be seen
to do a good job
To identify the best person to run the
UK
To identify the best team around the
MD
To identify winners and losers, and
create a positive relationship with as
many winners as possible
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Case Study - Actions
Meet the VP asap
Find out if he has views on who to promote
Find out from Harry about Brad
Draw a political map
Involve all inner circle members (and
possibly some middle circle directors) in the
process
Stay away from the harassment issue
Design a visibly impartial selection process
Ensure that decisions are seen to be taken
by the VP
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Half full or………….
Politics does not exist for the powerful
For them it’s about successful
relationships
Politics is seen as a negative force by
the victims
It can be a convenient scapegoat for
their inadequacy
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Politician
or
Polished Professional?
“I don’t do politics really.
I just build the right relationships
with the right people to make things
work successfully.”
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