Relationship Building for Influence

Definition
Relationship Building for Influence is about developing and managing relationships with and through others to persuade, convince and/or gain support in order to improve business delivery.

This behaviour shows the necessary determination and tenacity to complete high quality work as well as raising performance levels over the short, medium and long term. It involves overcoming obstacles caused by conflicting priorities, lack of resources or difficult or demanding situations in the internal or external environment.

Sub skills
Level 1 - " Persuades" 

Understands the purpose and value of mutually beneficial relationships and the importance of effective influencing in delivering business impact. Acknowledges the different perspectives of stakeholders, partners and colleagues. Uses facts, data and rational arguments to influence and improve business delivery. Builds on common interests. Identifies key influencers and decision makers. Uses active listening skills to demonstrate interest and curiosity in what is being said.

Level 2 - " Builds rapport & takes several steps to persuade" 

Demonstrates awareness of the strategic importance of effective relationship management in increasing influence/reputation, improving business delivery and in managing risk. Uses a planned approach and knowledge sharing tools to build positive, reciprocal relationships. Takes a number of steps to persuade. Tailors an approach to appeal to the needs of a particular audience. Recognises the impact of the cultural dimension in managing relationships.

Level 3 - " Maintains networks & plans impact" 

Takes the lead role in managing partners, associates and institutional relationships to deliver operational impact. Actively develops networks of internal and external contacts to extend influence, support the achievement of business objectives and manage reputational risk in business delivery. Promotes a team approach to relationship management and influencing. Shares intelligence appropriately, demonstrating political judgement through interactions with colleagues and partners. Plans an approach to have a specific impact, including taking bold, creative or unusual actions to make a point or get through to others. Makes personal commitments in order to build trust and credibility.

Level 4 - " Extends networks &uses indirect influence" 

Is accountable for influencing stakeholders and managing ‘high value’ relationships at a strategic level, identifying shared goals and monitoring delivery against those goals. Manages reputational risk with key external stakeholders through the corporate business risk framework. Uses political judgement and engagement at a strategic level to identify and build relationships with partners and stakeholders to support long term business development. Actively ‘lobbies’ and wins support behind the scenes. Assembles and sustains coalitions to get support and influence others. Uses appropriate influencing techniques that are sensitive to cultural and political needs and issues.

Assessment
Current methods used to assess ability in the skill.

Benchmarks
Statements that could serve as comparators for ability.

Relevant Higher Order Skills
Behavioural skills