Use pPp to Optimize Your ROI

Professional

Use pPp to Optimize Your ROI

by Dr. Marlene Caroselli,
Professional Influence Personal

To optimize our Return on Influence--ROI Factor--we need to incorporate many elements into our basic influencing style. Otherwise, we would be using only four cylinders when our influence-vehicle is actually equipped with a metaphorical eight. One method of optimizing the power being used to influence others is the pPp Plan. It will enable you to give full consideration to the many factors that impact your ability to influence others to your point of view.

Chief among those factors is the purpose behind the decision to influence. As you consider rationale, you will simultaneously consider answers to questions like these:

  •   Whom do I want to influence?

  •   Why?

  •   What outcome do I intend to achieve?

  •   What influence techniques have worked for me in the past?

  •   What is likely to work under these current circumstances?

  •   How is this plan superior to others that are similar? 

  •   What benefits will accrue, to whom, if this idea is implemented?

  •   What precedents could I cite to encourage adoption of this plan?

  •   To what extent will this project consume me? In other words, will I have time to see it through to completion?

  •   What indications have I had thus far that the idea is a feasible one?

  •   How much support do I have for this?

  •   How much homework have I done for this?

  • Other ___________________________________

Which of these questions are most relevant to the project you've outlined? Check three of them off now. Then answer those three questions in relation to the influence project you've outlined.

  1. ___________________________________________ ___________________________________________
  2. ___________________________________________  __________________________________________
  3. ___________________________________________ ___________________________________________

 

Big Picture

In addition, the big picture must be taken into account. (It is represented by the capital or "big" P in the formula.) When we look beyond the tip of our nose, we contemplate the outcome or results in places beyond our immediate sphere of influence. Moving us from a limited perspective to a wider one will require extensive examination. Questions like these will help widen the angle of the lens through which you are viewing the situation.

  •   What is there to win if I am successful in this endeavor?

  •   What is there to lose?

  •   What might be a penalty associated with success?

  •   What might be a reward associated with failure?

  •   In hearing this plan, would someone who does not know me see the value or ethical principles behind it?

  •   How does it advance the organizational mission?

  •   How would it impact the bottom line?

  •   What does it make faster, cheaper, more efficient?

  •   How could it be replicated in other places?

  •   How much resistance will it generate? 

  • Other ___________________________________

 

Which of these questions are most relevant to the project you've outlined? Check three of them off now. Then answer those three questions in reference to the influence project you've outlined.

  1. ___________________________________________ ___________________________________________

  2. ___________________________________________ ___________________________________________

  3. ___________________________________________ ___________________________________________

Persons

Having given some thought to intent, you can proceed to consider the individual(s) whom you hope to influence. As part of the preparation process, you need to spend time identifying both those who will support the plan you hope to initiate and those who may squelch its progress.

 

  •   What objections might the person I wish to influence raise?

  •   How will I respond to his objections?

  •   Who else might benefit by being included in my influencing endeavor?

  •   Who can I count on to support this plan?

  •   Who has done something similar in the past?

  •   How willing might he be to serve as a mentor on this project?

  •   Have I considered widening the audience that will hear this message? What are the pro's and con's of doing so?

  •   Who above me should be made aware of this message?

  •   Who should serve on my team?

  •   Who might benefit indirectly from this plan?

  •   Other ___________________________________

     

Which of these questions are most relevant to the project you've outlined? Check three of them off now. Then answer those three questions in reference to the influence project you've outlined.

 

  1. ___________________________________________ ___________________________________________

  2. ___________________________________________ ___________________________________________

  3. ___________________________________________ ___________________________________________

If we fail to attend to the pPp questions, we will fail to achieve the fullest return on the investments we make-- investments of time, energy, and reputation. Not taking full advantage of the power we have means selling less or persuading less effectively than we are capable of doing. Yes, you should move ahead boldly, for if you always do what you've always done, you'll always be what you already are. Nonetheless, to move too quickly is to jeopardize success.