You’re not born with influence; you develop it over time. And it’s developed in two ways: communication and relationship-building. Communication is what you say, how you say it, and knowing how others prefer to communicate. On the other hand, while having strong communication fuels sustainable relationships, it’s all about bolstering connection by adding value. In my last blog, I talked all about communication styles, but today, I’m going to help you develop stronger relationships, and ultimately have more influence, by designing your centre of influence (COI). What is a centre of influence and how can you build one in your workplace? Continue reading to experience an example in real-time.
Design Your Centre of Influence as You Go
Put what you learn into action. I’ve designed a framework to help you sort through who you should build relationships with and how. This will be a central, go-to document for you to build strategic, trustworthy relationships that amplify your influence. Grab your copy and fill it out as you go!
What is a Centre of Influence?
A centre of influence is someone who has significant credibility, trust, and connections in your network.
They’re often characterized by these criteria:
- A respected and recognized authority in their area of expertise.
- They have and maintain an extensive network. They have strong relationships across various groups and industries.
- They are people connecters, always connecting people who would be of value to each other.
- They are seen as trusted advisors. People go to them to get advice. Their perspectives and opinions are valued.
- Has a willingness to advocate and go out on a limb for people or ideas. They are willing to put their reputation on the line.
But let’s—in good Finka Inc. fashion—step back from the traditional definition. I want you to view your centre of influence as not just one person, but a hub of people to build relationships with that will help you have more influence in your career, whether you want a promotion or generate buy-in for a new initiative.
Think of it like a personalized organization map that’s specific to your role and situation.
One of the biggest challenges my corporate clients face when gaining influence and buy-in is knowing who to speak to.
Your centre of influence answers this.
Centre of Influence Example
When I was a financial advisor/commercial banker, my COIs were real estate agents, lawyers, and accountants, as we served mutual clients. However, we weren’t competing for the same business; we complimented each other. Everyone had their own lane, and the COIs acted as gateways to more clients, swapping referrals.
Let me give you another example. In your Value-First Centre of Influence Framework, you meet Sarah, a marketing manager who wants to move to director of marketing. So, her COI may include John, the vice president (VP) of sales and Diane, the chief financial officer (CFO). While John has the ear of the C-suites and controls a larger budget and Diane makes final decisions on marketing budget approvals, they both impact her workday and can influence her job transition.
Why Do You Need a Centre of Influence?
Relationships can make or break your career. Meaning, depending on who you network with, your career will either advance or stagnate. Having a strategic centre of influence can help you:
- Grow your portfolio and get referred clients.
- Get hired and promoted for new, desired roles.
- Have a seat at the leadership table, giving you a say in important decisions.
- Expand your network and reach.
How to Build a Centre of Influence
Now that you know what a centre of influence is and why you need one, it’s time to develop yours. Grab your framework and get started.
Step 1: Identify Your Challenges and Aspirations
Using Sarah as an example again, she is a 38-year-old marketing manager at a mid-sized tech company. She oversees a team of five and has consistently delivered strong results over her four years. Yet despite positive performance reviews, she’s been stuck at management level while watching her peers advance to director positions. Sarah realizes that technical excellence alone isn’t enough; she needs to build strategic influence to make the leap to director of marketing.
Let’s break it down:
- Aspiration: moving from marketing manager to director.
- Challenge: filling in the gap from technical excellence to strategic influence to join her peers at director level.
Now, consider your own aspirations and challenges, and move on to step two.
Step 2: Map Out Potential COIs
There are three types of COIs:
- Strategic: “Vertical,” high authority, senior leader/executive.
- Peer: “Horizontal,” respected authority, cross-functional peers, subject matter experts (SMEs).
- Shadow: Impact happens behind the scenes. Tend to be in supportive roles to strategic influencers.
Here’s an example of what Sarah’s map would look like:
Now fill out yours!
Step 3: Add Value
Something that’s helped me have more influence in my career, whether it be getting hired into a new role or acquiring a new client is a value-first approach.
I believe the best way to build relationships and influence is helping others reach their goals, making their lives easier and taking them through transformations—no strings attached.
Now, people have different preferences for how they like to receive support and value, which I’ve grouped into three categories:
- Content (Resources): Educate and enlighten others with information and insights.
- Connections (Relationships): Broaden their network through the people you introduce them to.
- Contribution (Results): Use your Brilliant Difference® to add tangible value to their bottom line, solve their problems, or help them achieve their goals in a practical and real way.
Using Sarah’s example, here’s what her value-add methods would look like in action:
Now map out yours in the framework!
It Starts With Value
They say you get what you give. That what you put out into the world will come back to you. And you have control over what you give and how you give it in your career. If you use my COI framework, then you’ll be giving priceless value and get stronger influence to gain momentum in your career, whatever that may look like for you. The quality of your influence depends on the quality of your relationships. Go forth and add value with your Brilliant Difference and watch your desired outcomes follow.
