BILL BERMAN is an executive coach with experience as a psychologist, senior line manager, and organizational consultant. Since founding Berman Leadership Development in 2005, he has been a trusted advisor to general managers and C-suite executives across multiple industries. Bill began his career as a licensed psychologist and academic, started a software company, and has written and spoken extensively on a range of topics in psychology, coaching and behavior change.

GEORGE BRADT is Chairman of PrimeGenesis, an executive onboarding group. He has co-authored nine books on leadership and onboarding including The New Leader's 100-Day Action Plan, and has written over 700 columns for [...].

Acknowledgments ix

Introduction: Enhance Your Influence and Impact by Focusing on the Mission-critical Parts of Your Role And Adapting to the Culture of the Organization 1

Part I The Disconnect: What Your Organization Wants You to Know (But Hasn't Told You!) 7

1 Get What You Want by Doing What Your Organization Needs: The One Change You Need to Make 9

2 You Have More Power than You Realize 23

Part II the Solution: Discover Your Levers of Influence 39

3 Discover the Essentials of Your Job: Collect the Data 41

4 Now Write Your Working Job Description: The Essential What and How of Your Role 59

5 What If Bias Keeps You from Being Effective?: Increasing Influence in Difficult Contexts 73

6 Now That You Know the Truth About What Your Organization "Actually" Needs from You: Do You Still Want This Job? 85

Part III Plan A: Grow Your Influence and Impact 99

7 Build Your Personal Strategic Plan TM : Set Your Course to Increased Influence and Impact 101

8 Work Your Growth Plan, Build Your Influence: Putting Your Plan into Action 113

9 Take on More Responsibility, Expand Your Impact, and Enjoy the Benefits: Sell Your Value Without Selling Yourself 125

Part IV Plan B: if You Don't Want This Job, Find a Better Fit 139

10 Getting Over the Job You Thought You Had: Managing Emotions and Moving Forward 141

11 Negotiate for a Better Role Inside Your Organization: Find a Fit for Your Strengths and Influence 151

12 Make a Plan to Move On: Sometimes You Need a Fresh Start 163

Part V Helping Others Build Their Influence and Impact 175

13 A Primer for Managers: How to Coach Your Employees to Increase Their Influence and Impact 177

About the Authors 183

Guest Contributors 185

References 187

Index 197