Problem

A professional services firm needed to enable their staff to influence others effectively in a matrix organization.

Solution

In co-creation with the customer, we designed a training program on tools and methods to exercise power and influence in the matrix. The workshops include real influence challenges—situations that the organization’s senior managers and experts shared in interviews.

Through the workshops, people learn to rely on their personal power and reputation, to think about the needs and interests of others, and to communicate the right arguments to stimulate interest and collaboration among their peers.

People apply and test techniques in simulations and fishbowl role plays with peer coaches.

Impact

The company’s professional staff can exercise power and influence in the matrix. Cross-functional knowledge sharing has increased. Projects delivery costs are lower and timelines shorter.