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Paul Glen: How CIOs can become more influential

Paul Glen | Oct. 9, 2012
The first step is to expand what, for those in IT, is a limited understanding of what influence is.

1. Overcome our resistance to the emotional nature of decision-making and agenda-setting. We must become fluent in the language of feelings, and learn to both empathize with and elicit them.

2. Make influential relationships part of everyone's job. Influence takes place at every level of the organization, from boardroom to help desk. Everyone in IT has an influence on how our business partners experience us and our technology.

To give our organizations the full value of our contributions, our knowledge and our products, we must seek to become influential, not wait for influence to be bestowed upon us. Our organizations need us to step up. Even if it isn't our ambition to be influential, it is our obligation.

Paul Glen, CEO of Leading Geeks, is devoted to clarifying the murky world of human emotion for people who gravitate toward concrete thinking. His newest book is 8 Steps to Restoring Client Trust: A Professional's Guide to Managing Client Conflict. You can contact him at


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