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  1. Managing Through Influence – Yours and Theirs March 8, 2007 Marie E. Nelson Vice President, Texas Operations Xerox Corporation

  2. Managing Through Influence – Yours and Theirs AGENDA • Welcome / Background • Leaders vs. Managers – Is there a difference? • Levels of Influence • Getting the most from Others • Q & A

  3. Managing Through Influence – Yours and Theirs

  4. Managing Through Influence – Yours and Theirs Leaders vs. Managers. . . . . . . Is there a difference?

  5. Managing Through Influence – Yours and Theirs Managers • Starting point is today • Focused on the task at hand Leaders • Starting point is the future • Focused on where they are headed

  6. Managing Through Influence – Yours and Theirs “He who thinketh he leadeth and hath no one following him is only taking a walk” “Leadership is Influence”

  7. Managing Through Influence – Yours and Theirs 5 Levels of Influence 1. Position Rights – People follow because they have to

  8. Managing Through Influence – Yours and Theirs 2. Permission Relationships – People follow because they want to 1. Position

  9. Managing Through Influence – Yours and Theirs 3. Production Results – People follow because of what you have done for the organization 2. Permission 1. Position

  10. Managing Through Influence – Yours and Theirs 4. People Development Reproduction – People follow because of what you have done for them 3. Production 2. Permission 1. Position

  11. Managing Through Influence – Yours and Theirs 5. Personhood / Respect Respect – People follow because of who you are and what you represent 4. People Development 3. Production 2. Permission 1. Position

  12. Managing Through Influence – Yours and Theirs Getting the Most From Others • It’s All About the Attitude • Have a Passion, Energy & Enthusiasm • Good Communication Skills/Listening to your people • People are Boss Watchers • Trust – Handle It with Care

  13. Managing Through Influence – Yours and Theirs Q & A

  14. Managing Through Influence – Yours and Theirs My Influence My life shall touch a dozen lives Before the day is done. Leave countless marks of good or ill, E’er sets the evening sun. This, the wish I always wish, The prayer I always pray; Lord, may my life help others lives It touches by the way.

  15. Managing Through Influence – Yours and Theirs THANK YOU