Leading Across Boundaries: Influence Without Authority

While reading the MIT Sloan Management Review, I stumbled across an article about CEO interview questions. Of course, I started playing “what would I say?” game in my head. (Yes, I’m that kind of nerd!) And one question got me thinking. “What’s your playbook for influencing people who don’t report to you?” I had to chuckle. A playbook? Oh, I’ve got volumes! After years in government contracting, I’ve got enough material to write a whole series! Let’s just say I’ve had my fair share of…let’s call them “growth opportunities” in the art of getting things done with cross-departmental acquisition teams.

Here’s the truth about influence — if everyone’s objectives were perfectly aligned when working with people outside your reporting line, influence wouldn’t be necessary. But reality check! You’ll inevitably encounter differing goals and priorities, and sometimes completely opposing agendas — here’s when the influence playbook becomes essential.

My Personal Influence Playbook

Let me share some strategies that have worked wonders for me:

1. Authentic Connections: Building genuine personal connections transforms relationships from transactional to collaborative. I put this into practice before contract negotiations by spending a few minutes chatting about life — maybe about the kids’ soccer game or that amazing new coffee spot downtown. It sounds simple but these little moments are the building blocks of trust and rapport. When you build connections, negotiations naturally become less contentious and more collaborative.
2. Proactive Problem-Solving: By sincerely helping others succeed, you’re not just solving problems — you’re building social capital. I saw this in action when a customer decided to let a multi-million dollar contract expire. While developing a long-term solution, I shifted gears to having several short-term contracts to maintain mission support. But the customer struggled with paperwork for these smaller contracts so we were falling behind schedule. (Talk about stress!) Instead of nagging them, I offered advice to streamline their process. The result? Not only did they get through the crisis, but they actually preferred our temporary solution so much they wanted to keep it!
3. Collaborative Partnerships: By involving people in the decision-making process, you can transform tension into collaboration. I experienced this firsthand with a frustrated customer when legal requirements forced a contract strategy change. To address the issue, I offered the customer what I thought was a brilliant solution — only to face their immediate rejection. Rather than pushing back, I presented all the options, pros and cons included, and gave them control over the decision. After reviewing all the options, they picked my original solution. It’s amazing how including people in the decision process breaks down barriers.

Spot a common theme here? Influencing others is about building genuine relationships. Because when was the last time you were influenced by someone you didn’t trust? Probably never. That’s why fostering these bonds is so crucial. Influencing others is about creating authentic connections that stand the test of time.

Adeline (Addy) Maissonet is a Procurement Analyst for the Defense Pricing, Contracting, and Acquisition Policy (DPCAP) within the Office of the Secretary of Defense (OSD), U.S. Department of Defense (DoD). She serves as a senior advisor on contracting policies and procedures and the agency’s representative on the Department’s views on proposed legislation to Congressional members, their staff, and committee staffers. Prior to her current role, Addy served as a Division Chief and Contracting Officer with unlimited warrant authority for the U.S. Army Mission and Installation Contracting Command (MICC) – Fort Eustis, Virginia. Addy holds an MBA in Management and Contracting Level III Certification under the Defense Acquisition Workforce Improvement Act. She is a graduate from Cornell University’s Executive Leadership Certificate Program. In her free time, Addy enjoys hiking and overlanding with her family and friends.

Note: The views and opinions expressed in this article are those of the author and do not necessarily reflect the official policy or position of the Department of Defense.

Photo credit: NSA Digital Archive at iStock