Influential Techniques for Banking

Today I am going to take you through a few of my favorite influence techniques that have held me in good stead in the banking world. Without any further ado, here are the most effective ones I have found.

• Managing Down: When I am handed a new team, I make sure I have a 1-1 with every member of the team, share some personal stories, be a little vulnerable, offer to help with what issues they might be facing and build a rapport. It helps if one can chat up every person individually during coffee breaks or over meals. These very people will stick out their necks for me when I really need help.
• Managing Up: Understanding the minds of stakeholders comes next. Here first impressions count a lot. So when it comes to the first few months on the job, I make sure I am staying those late nights, delivering ahead of schedule, sticking to my commitments and building trust and credibility.
• Diversifying my Network: There are plenty of ways to do this. I routinely go through senior management profiles and keep track of their accolades and achievements. So when I am stuck with one of them in an elevator, I can randomly chat them up, discuss their achievements, the future direction for the division they manage and pitch my skills somewhere in between.
  I am not sure if all banks have a global mentoring program but if your bank does, it is one of the most priceless resources available out there. I have had mentors from all over the world who have been more than willing to discuss their perspectives and experiences and to share their contacts. It is virtually a web of connections using which one can reach out to almost anyone in the bank. This help to understand the big picture real fast and to make those elevator conversations even more impactful.
• Amping up Visibility: There are a ton of initiatives that keep coming up at bulge-bracket firms. Volunteer engagements, panel discussions, stretch assignments, sporting events : these are a wonderful way of connecting with other like-minded people and demonstrating grit, charm and charisma. It may be difficult to take out time for these but a few weekends spent on this stuff really pays off in the long run.