“You know more than you think you know” – ever hear that phrase? It really helps build confidence if you’re planning on doing a presentation in front of a group, for example.
We all get at least a little nervous when speaking in front of people, but we just need to trust that we know our presentation front-to-back, left-to-right, and upside down – especially if it’s on a new Insight.
About that presentation….what if you know your material but don’t know the audience very well? It’s a terrifying prospect, but it’s very real in today’s working world.
We just work with too many stakeholders on a daily basis to really know what they think about an idea or Insight…right?
You know more than you think you know. In fact, even if you don’t know a stakeholder that well, you can probably deduce a good deal about him or her right off the bat, using a little magic trick from Fiserv we learned about last year.
What Fiserv’s Insights team did was very simple. They mapped out stakeholders based on two criteria:
- Influence: how much influence does the stakeholder have?
- Posture: what is the stakeholder’s likely stance on the Insight?
Admittedly, Posture is not always static – a stakeholder’s level of support can shift, if the Insight upends his or her initial strategy, for example.
However, Influence can be seen, felt, and heard from others. It’s also fairly static.
To make things as straightforward as possible, Fiserv has a nifty decision tree to figure out where to map stakeholders. Additionally, the tree contains concrete action steps to take with each type of stakeholder, to increase the likelihood of action by the business.
For example, with Critics and Blockers, spend one-on-one time with them and get their input. One Head of Insight actually told us a story about how getting input from a Critic on a presentation helped to filter out points of stark opposition – and consequently, the Critic became a Supporter of the ideas presented in the process.
Now – this tool can be used for other means besides presentations…any time you meet with stakeholders, you can use the tool to have a head start on knowing who’s really important for a given project and who’s not.