Authority, Presence, Impact [API] – The secret to building trust and influence
What is the API Model?
Who has experienced this scenario?:
- You've been asked to lead a change project; or
- You’ve endeavoured to influence colleagues/boss on something important; or
- You’ve simply got to make something happen and you weren’t backed by the automatic power that comes with the large budget and/or important title?
And all you've had to draw upon is your sheer ability to convince others to agree and follow you. It’s not easy for any of us yet it is one of the most important competencies for people to develop, in organisations big and small. Why? Because more and more, we’re finding group projects and initiatives are being led by capable individuals without the traditional formal power and hierarchical roles of previous generations.
So, how can you improve your chances of success when you find yourself in this position?
Getting to know the API method will give you a very good start. The API Method, developed by Professor Peter Hawkins, helps professionals build trust and influence through the development of three core leadership qualities — Authority, Presence and Impact.
Here is a brief introduction:
AUTHORITY: Not in the traditional sense - it’s about what and who you know, and the experience and achievements you’ve gained so far, that allows you to ‘be at the table’ in the first place. Authority is an essential attribute for a manager, leader or a change agent, particularly when interacting with stakeholders. Tapping into one’s unique strengths, depth of knowledge, and experience, builds a sense of confidence and self-esteem which others will perceive as your authority – your right to be there.
PRESENCE: This is about relating well to others, being fully attentive, and reading what’s going on in the moment. Presence is the ability to respond to the energy in the room [including the Zoom room], tapping into that and building empathy into your relationships with all the stakeholders involved. Every project or change initiative is full of obstacles to be navigated, resistance, and unexpected moments. Presence is the key capability one needs to come up with strong, effective interventions on the spot and to bring people along.
IMPACT: This is about transforming agendas and mindset, and creating an emotional shift in the room. Impact is the measure of the difference between what you say and suggest, and what is actually accepted and followed by other people. You’ll have come across many people that have deep knowledge or a burning passion for an issue, but too few of them have (or work consciously to develop) the trust of others - the very element that transforms them into leaders or advisors who can really bring about a shift and make change happen.
How do you use the API method?
You can begin by using it as a means for self-evaluation. For each quality ask yourself:
How would I rate myself for this quality on a scale from 0 to 10?
What am I actually doing to demonstrate this quality?
Is this quality something I should work on?
If so, what would be the benefit to me, my career, my team/organisation etc?
By completing this mini self-assessment, hopefully you will gain a little more clarity about your strengths and learning areas when it comes to being an advisor, change agent, and leader.
Watch our video for a more in-depth explanation.
About the author
Jacqui Ferris is a highly respected Executive Coach, Facilitator and Presenter who has coached and advised leaders in internal organisational roles and as an external coach, since 2003.
She is the Managing Director of PHQ and designs and delivers tailored one-on-one, team coaching and leadership development programs for executives and Board directors.