Engaging Key Opinion Leaders (KOLs) - Identifying and Leveraging New KOL Groups to Drive Medical Marketing Strategy
- Language: English
- 49 Pages
- Published: September 2012
Influence is a skill-set that everyone needs; yet the necessary techniques and fundamentals of exercising influence are rarely taught. In this revised edition of Exercising Influence, Kim Barnes draws on her thirty years of consulting, teaching and observation to demystify the process of influencing others. This vital resource teaches how to accomplish more with less effort. It shows readers how to create work, family, and community relationships that are more balanced and mutually rewarding, and to take charge of their lives in a powerful, ethical, and productive way.
Exercising Influence uses a practical real-world model that will help readers discover how to:
- Develop effective influence behaviors and a strategic and tactical approach to influence
- Plan for influence by preparing, setting clear goals, implementing, and reviewing an influence opportunity
- Design and apply an approach to real-life situations
- Resolve problems and conflicts
- Create relationships that are more balanced and mutually rewarding
- Accomplish far more in their organization with less effort
- Take charge of their professional lives in a powerful, ethical, and productive way.
About This Book.
I. EXERCISING INFLUENCE.
1. What We’ve Got Here Is Failure to Influence.
2. What Is Influence, and Why Do We Want to Have It?
3. A Model for Exercising Influence: Building Relationships and Getting Results.
4. Expressive Influence: Sending Ideas and Generating Energy.
5. Receptive Influence: Inviting Ideas and Stimulating Action.
6. Influencing in Action.
PART II. PLANNING FOR INFLUENCE.
7. Developing an Influencing Plan.
8. Establishing Influence Goals.
9. Focus on the Relationship.
10. Focus on the Context: The Individual.
11. Focus on the Context: System, Organization, Culture, and Timing.
12. Focus on the Context: Yourself.
13. Focus on the Issues.
14. Choosing and Using Influence Behaviors to Achieve Your Goal.
15. Putting Your Plan to Work.
PART III. SPECIAL ISSUES IN INFLUENCE.
16. The Ethics of Influence.
17. Influencing Electronically.
18. Influencing Indirectly.
19. Applied Influence: Making Things Happen.
Afterword: The Paradox of Failure.
Appendix A. Coaching Partnerships.
Appendix B. Influence Plan.
Appendix C. Meeting Processes That Support Effective Influencing.
Appendix D. Sentence Starters.
Appendix E. Influence Scenarios.
About the Author.
B. Kim Barnes is president and CEO of Barnes & Conti Associates, Inc., an independent learning and organization development firm.She has more than thirty years of experience in the fields of management, leadership, and organization development.