From resistance to resonance
Mastering internal stakeholder buy-in for product influence
Story Time:
Debugging stakeholder misalignment
Us vs Them thinking
Planning in isolation
Churning on Roles & Responsibilities
The 3 Pillars of stakeholder buy-in
Purpose
Priorities
People
Pillar 1: People
Navigate the organisation with a stakeholder map
Who are my critical stakeholders?
What are their priorities, concerns and values?
Who do they listen to?
Reciprocity
Do, and ask for favours
Tip: Use behavioural science to build influence fast
Liking
Route through trusted people
Social Proof
Create the right rituals
Consistency
Act in accordance with stated values
Authority
Demonstrate authoritative buy-in
Scarcity
Highlight windows of opportunity
Influence: The Psychology of Persuasion, Robert Cialdini, 2021
Pillar 2: Purpose
Pull stakeholders together around a common purpose
Why are we in this together?
What outcomes are we driving towards?
Do have a shared vocabulary?
Tip: Focus with framing
“Think Fast, Talk Smart” podcast, Muriel Wilkins, Matt Abrahams
Purpose serves as a frame, it focuses stakeholders and maintains buy-in at critical moments.
Frame Strategically
when aligning up
Frame with Narrative
when aligning out and down
Pillar 3: Priorities
Where are we getting stuck?
What’s the fastest way to create value?
How do we make good decisions?
Learn to balance the important and the urgent
Tip: Get serious about decision quality
Decision Quality: Value Creation from Better Business Decisions
Carl Spetzler, Hannah Winter, Jennifer Meyer
Guide decision making with strong principles and practices.
What problem are we trying to solve?
What data is required to make this decision?
What are we optimising the decision for?
What options have we considered?
How important is it that we make the right decision?
Build stakeholder buy-in
like you build a product
Check the pillars: People, Purpose and Priorities
Experiment, Retrospect and Iterate
Learn from failures and come back better
Thank You!
Ganesh Shankar