What can Positioning skills do for your career?

Here's a story that gives you an overview about the importance of positioning skills to your Brown-Nosing arsenal.

Once, while I was working at the Director level in a healthcare organization, I had an idea for a new approach that I wanted to share at the weekly management meeting. I was in charge of marketing – a misunderstand function in many medical organizations in those days, and I suspected that the concept would be perceived as too radical and too commercial for most of my clinical colleagues.

Though ultimately the CEO would approve or deny my request, I knew that she valued the input of her team, so I set to work  building a coalition for my cause. Using all four of these brownnosing skills, I found myself walking the halls of the facility, slapping backs and kissing babies, acting like I was running for political office. 

 

I visited every one of the managers, on their turf, and because I understood much about what they did and how they measured success in their departments, I positioned my idea to each of them in such a way that they understood What Was In It For Them (the WIIFM principle). When it came time to share my thoughts in the meeting, I actually had eleven other people selling the idea for me. Because of their support, I quickly received the much-coveted CEO approval and since all the managers were now part of my sales team, they were also engaged in the process to see the idea become successful. 

To bring this Brown-Nosing episode full circle, I made sure that everyone knew how much I appreciated their help and support and I kept them in the loop on all progress. Continued communication kept my effort visible and also provided the opportunity to toot my own horn-- so I got plenty of solid recognition for my effort. 

The next time one of the Big Wigs from corporate came to visit, guess whose name was all the buzz – and guess who the big wigs wanted to meet? You guessed it: me. Through the careful employment of all four key Brown Nosing skills—positioning, visibility, networking and connecting with people -- I had a name and a reputation with the people who could open doors.

I use this example to illustrate not only the importance of positioning, but to remind you that rarely do things happen without the help of others. Organizations are patterns of dynamic relationships – it’s how things get done and understanding what is important to others is the first step in positioning yourself. 

There is a power structure in organizations that can be very different than what appears on the organization chart. An important aspect of your Brown-Nosing training is to take the time to learn who the players are and what the particular structure in your organization looks like. 

Can you see the relationships in your organization?

Think about it ----

Later, Linda