EP023: Influencing Up to Deliver Successful RFPs – with Donna Warrick of Jamesson Solutions
So, you’re responsible for putting together an RFP, and some of your team members happen to be a level or two above you in the chain of command. How do you get what you need from those colleagues? How do you adapt your approach to make them more receptive? How do you INFLUENCE UP to deliver the best possible bid for your organization?
Donna Warrick is the President of Jamesson Solutions, a leadership development, talent management and selection firm out of Greensboro, North Carolina. With more than 20 years of experience in training and professional development, Donna leverages her expertise in customer service, conflict management and leadership coaching to support clients across many sectors, including manufacturing, financial services, property management and biotechnology.
Today, Donna joins us to offer practical strategies around influencing up. She explains the importance of recognizing and adapting your influencing style to the people you work with in the RFP process, describing how to demonstrate assertiveness when it doesn’t come naturally to you. Donna walks us through the five influencing styles, offering insight on how to recognize a colleague’s style by the language they use. Listen in to understand the distinction between influence and control—and learn how operating from a growth mindset contributes to business success!
Key Takeaways
Jamesson Solution’s expertise in leadership development
The concept of influencing up through the RFP process
The importance of understanding influencing styles
How to adapt your influencing style to the situation
How to demonstrate assertiveness if it’s not your nature
Why assertive influencers appreciate debate/push back
The positive impact of adapting your influencing style
The 5 different influencing styles
Assertive
Inspiring
Rationalizing
Negotiating
Bridging
How to recognize influencing styles by way of language
The distinction between control and influence
The characteristic of operating above and below the line
Why the human brain is wired to operate below the line
Donna’s insight around operating out of fear or love
The link between business success and growth mindset