George B. Bradt - Influence and Impact

1 Cover

2 Title Page Influence and Impact Discover and Excel at What Your Organization Needs From You The Most BILL BERMAN GEORGE BRADT

3 Copyright

4 Acknowledgments Bill Berman: George Bradt:

5 Introduction Why You Need This Book Note

6 PART I: The Disconnect: What Your Organization Wants You to Know (But Hasn't Told You!) CHAPTER 1: Get What You Want by Doing What Your Organization Needs What Gets in the Way? Whom We Tend to Blame—And Why It Doesn't Work Why Externalizing Rarely Works Getting Unstuck Key Takeaways End Notes CHAPTER 2: You Have More Power than You Realize The Solution, Step 1. Accept the Context The Solution, Step 2. Rediscover Your Value Examine Your Style Strengths, Opportunities for Growth, Values, and Preferences Examine Your Mental Models Define Your Mission Examine Your Long-Term Objectives The Solution, Step 3. Do the Job Needed the Most Key Takeaways Note End Notes

7 PART II: The Solution: Discover Your Levers of Influence CHAPTER 3: Discover the Essentials of Your Job Know Your Business Know the Organizational Culture Know Your Manager(s) Know Your Stakeholders Conclusion Key Takeaways End Notes CHAPTER 4: Now Write Your Working Job Description Take One More Look Back at the Beginning Summarize the Data Stand in Their Future Your Working Title Evaluate the Working Job Description Key Takeaways End Notes CHAPTER 5: What If Bias Keeps You from Being Effective? Calibration Information Demonstration Negotiation Transformation Key Takeaways End Note CHAPTER 6: Now That You Know the Truth About What Your Organization “Actually” Needs from You The Pivot Point The Moment of Truth Key Takeaways End Notes

8 PART III: Plan A: Grow Your Influence and Impact CHAPTER 7: Build Your Personal Strategic Plan™ Your Working Mission Your Ways of Working Your Change Objectives Personal Strategic Plan™ Key Takeaways End Notes CHAPTER 8: Work Your Growth Plan, Build Your Influence Growth Plans Are All About the Details Implement Your Changes: The Three Parts of Behavior Change Key Takeaways End Notes CHAPTER 9: Take on More Responsibility, Expand Your Impact, and Enjoy the Benefits Demonstrate Your Value Communicate Your Value Grow Your Value Key Takeaways Note End Notes

9 PART IV: Plan B: If You Don't Want This Job, Find a Better Fit CHAPTER 10: Getting Over the Job You Thought You Had Understanding Your Emotions Working Through, Around, and Over Emotions Embrace a New Reality Key Takeaways End Notes CHAPTER 11: Negotiate for a Better Role Inside Your Organization Personal Strategic Plan for Role Change Take a Strategic Approach Look for Tactical Opportunities New Role, New Manager Building a Network Beyond Your Direct Line Key Takeaways End Notes CHAPTER 12: Make a Plan to Move On Position Yourself to Create Value for Others Uncover and Create Options Prepare for and Handle Interviews Better than Anyone Else Sell First, Then Buy Take Charge of Your Own Onboarding Key Takeaways Note End Notes

10 PART V: Helping Others Build Their Influence and Impact CHAPTER 13: A Primer for Managers End Notes

11 About the AuthorsBill Berman George Bradt

12 Guest Contributors

13 References

14 Index

15 End User License Agreement

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2 Table of Contents

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“Berman and Bradt generously teach the reader how to apply well-tested coaching tools to being more influential and achieve impact at work. While previously available only to a privileged group of executives who can afford an expensive executive coach, these tools are now accessible to all. Working through the book leaves no room for feeling helpless or stuck.”

Konstantin Korotov, Ph.D., Professor of Organizational Behavior, ESMT Berlin

“This remarkable book decodes how to lead with maximum impact by harnessing a laser focus on mission-critical business and cultural priorities. An indispensable and highly accessible reference, the coverage is broad, deep, and offers unique career insights and advice for those who are charged with leading others and transforming organizations.”

John C. Scott, Chief Operating Officer, APTMetrics, Inc .

“Berman and Bradt are brilliant. They have decades of helping leaders crack the code on how to have Influence and Impact. How do leaders manage challenging situations? Read this book. No matter who you are you will find nuggets of pure gold that you will be able to put into practice, tomorrow.”

Carol Kauffman, Ph.D., ABPP, Founder, Institute of Coaching, Harvard Medical School

“The most helpful business books start by defining a single fundamental obstacle that is overlooked or misunderstood. In Influence and Impact, that is: Most people don't understand their jobs, and without understanding your job becoming influential and making an impact are difficult at best. Fear not. As eminently qualified professionals and master coaches, Bill Berman and George Bradt have mapped a path to relevance. They invite you to take a deep dive into what your organization is really about. To excel in your career, you need to go deeper than org charts and truly divine your value toward achieving the group's mission…or understand when to walk away if there's too much misalignment. The authors present concise and relatable case studies of this quest. Influence and Impact reads like a boot camp for contributors, managers, and executives who are serious about advancing fulfilling careers.”