Focus on building support for your early-win objectives

Define your objectives and the alliance you need for support
Once you have identified your early-win projects, figure out whose support is essential for the success of each project. Ask yourself why you need that individual’s support to push your agenda. Be clear on how you answer this question and write down a plan of how you’re going to create an alliance with that person to support your agenda.

Identify who will be most important to your success
On a sheet of paper, write down each early-win project you’re pursuing. Under each project, ask yourself 3 questions: Who are the decision-makers essential to move this project forward? What do I need them to do for me? When do I need them to do it? To identify the key influencers, keenly observe how people interact during meetings to know who influences others. During conversations, pay attention to find out whose opinions are held in high regard by others. Then create an influence map that shows both formal and informal influence networks within the organization. Formal influencers could be superiors, peers, or even subordinates. Informal influencers can include outsiders such as major customers and suppliers.

Identify those who are likely to block your agenda
As you look for support, identify the blocking alliance—those who have the power to reject your agenda. Ask yourself: Who might band together to oppose me, and why?  How might they block my agenda? Go out of your way to understand why these people are resisting you and address their fears if possible. If some individuals choose to block you no matter what you do, think about how you can neutralize their opposition.

Focus on the key people you need to influence
Assess the intrinsic motivations of your potential supporters as well as the opposition. Are they motivated by a need for control, power, recognition, or personal growth? What are the driving forces making them support you? What are the restraining forces making them oppose you? You can gain this information by asking them questions directly or engaging in active listening when conversing with them.

Apply classic influence techniques to gain support and neutralize opposition
You can use consultation i.e. asking questions and actively listening as people voice their real concerns; social influence i.e. convincing opinion leaders to support you so that everyone else falls in line; framing i.e. crafting persuasive arguments on a person-by-person basis; incrementalism i.e. getting people to take one small step toward supporting you instead of a single leap; sequencing i.e. gaining the support of the most influential first before moving down the ladder; and action-forcing events i.e. setting up regular meetings, review sessions, and strict deadlines to exert psychological pressure and create momentum to move toward your goals.