How to accumulate power & influence in your career

Though, I may not know you personally, if you are reading this article I would imagine you are already a person that has a strong technical skillset, and you probably already have some experience managing teams. Maybe, you are content with exactly where you are in your organization, or maybe you're one that has been in the same position for over two years.

If you know me then you know I don't shy away from tough truths. If you are one of the latter - been in the same position for two or more years - you are probably falling behind. In a post-COVID world, the strains on the labor market have forced organizations to promote much more quickly than they have in the past. I am not trying to brag, but I made Director at a top-5 firm in a year and before I left to start my own businesses I had multiple PPMDs beg me to stay, promising me MD in a year (which would have been two years in a Director role).

I only illustrate this example to you because it is more possible now than ever before to accelerate your trajectory in corporate America. The key is accumulating power and influence. Whether, you are content where you are at, stuck, or hungry for more I am going to lay out three keys that will help you earn power and influence in your firm, depending on your situation and execution you can build more respect, power, and influence than your superiors.

1. Neuro-persuasive communication

The first key is to become a master communicator. Odds are you are working with a formidable group of other knowledgeable, competent, and smart people. How do you persuade and communicate ideas in such a way that you can manifest outcomes that benefit you and make you look good to your team, your clients, and your firm leadership?

Compartmentalization and psychology. Are these two terms intertwined in your mind yet? Compartmentalize by speaking less. The less you speak (which was a major weakness I had to work on) the more valuable the words you do say become. Furthermore, by practicing speaking less you will inevitably learn how to manage and lead by giving only the key pieces of information to the relevant parties to get the job done - nothing more, nothing less. You hold the big picture in your mind and let no one else see it. This will protect you from people trying to steal credit from you and insulate you from other colleagues (above or below) trying to sabotage your efforts. Lastly, when they see your big picture all come together you will earn respect because they will see you had the plan in mind the entire time despite their own inability to see it.

Watch out for people who ask such things as -

"Why are you having me do this?"

"What's the bigger picture here?"

"Can you help me understand?"

In some cases, these may be more than fair questions - you will have to gauge who is asking and if they are an ally or not before divulging more information. These times can also be used as tests to root out those allied with you or against you in an organization - by divulging partial information to one person see if it comes back around to you - if it does then you now know exactly who you cannot trust.

Remember, a general doesn't spend time in the affairs of a soldier, and a soldier doesn't spend time in the affairs of a civilian. Pick who you want to be and behave accordingly.

The next piece is learning neuro-emotional language. The best way to persuade, and sell services is through psychological communication. We are emotional creatures. Logic does not persuade. Market studies show that buyers only need enough logic to rationalize a purchase the rest is emotional. That's why Nike doesn't sell shoes, they sell the idea and hope that Nike shoes will make you the next Tiger Woods or Lebron James. When you need to persuade, motivate, or even manipulate take at least a half hour before the conversation and ask yourself the following:

"What is the psychology of the person/people I am engaging with?"

"What is their/are their goals/agenda?"

"How can I communicate and persuade the things that will put me in the best possible position while making them believe (whether it helps them, too, or not is beside the point - this is about your come-up, not theirs) it is in their best interests and aligns with their agenda?"

I coach an entire course on these ideas so if you want to dive deeper in this topic you may feel free to reach out, but this is a good foundation to get you started. The brain is designed to answer your questions so just by asking yourself these questions you will get better.

Lastly, you need to practice. Don't try this for your first or even 10th time in a high-stakes situation. Start small, become an expert, and then dial it in for all the chips in the pot. Also, I am not the only one who knows these concepts, there's a great book called the 48 Laws of Power that has been out for a long while that trains similar ideas. Look out for others using these techniques on you and learn how to reverse them. Reversing the laws of power is something I coach as well, reach out if you feel like you have fallen into the trap of someone else using these techniques on you.

2. Strategic thinking - plan and prepare for all of the outcomes you can foresee and be ready for chaos

The strategic professional is always as many steps ahead as possible (read Patrick Bet-David's 5 Steps Ahead). Furthermore, one of the most exciting things about the world and quantum physics is there are infinite possibilities for the future that can unravel from the decisions made in the present moment. Don't cower from uncertainty, bask in it.

If you haven't seen Christopher Nolan's The Dark Knight then that is your homework. Go watch or re-watch that movie with the understanding that what makes the movie so great is that Batman and the Joker are actually the same, and both of them figuratively die in the end. Joker is captured and assumedly taken to Arkham prison - he dies because he is now banished to a lifetime of Order. Think about what prison is, everything is planned out for you and there is no uncertainty, there is no more "chaos" for Joker to initiate or engage with. Batman's love interest dies, Harvey Dent becomes two-face leaving Batman on a lonely, uncertain road where he is forced to question and reconcile his actions and core beliefs which is the beginning of chaos (Read Jordan Peterson's second book Beyond Order).

The reason the movie resonated with so many people is because we see ourselves in both characters. As humans we long for both order and chaos. Order makes us feel safe and brings comfort, but chaos is where we become challenged, engaged, and grow.

To truly be a strategic professional you will need to learn how to tiptoe the line of Batman and the Joker, becoming neither one permanently, but always balancing out your longing for order with excitement and not fear of the chaos of the unknown. Because once you start playing chess with your career the stakes go up and you begin realizing there are many, many other players in the game. However, the cost of not playing or remaining ignorant to this fact will just keep you exactly where you currently are - passed up for promotion after promotion. The other good news is unless you're a physician this is not a life or death game. You might get outplayed. You might get checkmated. So tip your cap and find a new firm to play the game if that's what it takes. Trust me, strategic chess players in the corporate world will always be in demand.

3. Timing is everything, when it's time to go all in be absolutely ruthless

The last tip/truth I share is that timing is everything. Be patient, accumulate respect, power, and influence. Pick your goal/target and when it's time to go all in - do it, and do it ruthlessly. Now, do not mistake ruthless for unethical. Ruthless just means you understand that the only person who cares about your career and earnings is you. No one at your firm is truly looking out for you, it is possible to have great mentors and coaches and make sure you find them externally, or at least outside of your service line.

I'll give you an example, I have two amazing mentors. I have never worked with either one of them as a W2 employee. One I met in the office building where I used to work, and the other a national partner at a Big4 firm interviewed me and offered me a job.

After an hour-long interview/conversation, I quickly deduced he would be an excellent person to learn from and that I would prefer him as a mentor. At the end of the call, I said, "I appreciate the offer, and I do see the value, however, I know how W2 employment constrains and complicates relationships. I feel like I could learn more from you as a mentor and a coach. Would you be willing to meet me for coffee once a quarter?" Fast forward two years later and he has added more value to my career than working for him ever could have.

That was a ruthless question. He thought he had me. They needed people, and I took a risk. I saw greater value in a different type of relationship that a national partner who is extremely busy, travels all the time, and has his own family could have said no to you, but I had won him over.

That's power. That's influence. That's being strategic. That's waiting for the right moment and going all in. That's being ruthless - all in a completely ethical, even admirable way.

Now, go get what you want because the only person holding you back is yourself. If you need help book a free coaching call and let's see if we are a good match to get you where you want to be. https://calendly.com/seankshahkarami/complimentarycoachingcall