This page is an output of the Itana Spring Face2Face 2016 meeting, contributed to the Itana wiki by the meeting attendees.
Building Relationships is a soft skill used to establish rapport, trust, credibility, and regular contact with stakeholders. The purpose is to understand and achieve common goals and facilitate the brokering of information across silos.
Determine what stakeholders to develop relationships with to create a common understanding. Perform your own stakeholder analysis.
Establish rapport and regular contact with stakeholders to understand common goals and determine steps and actions to achieve goals
Differentiate between tactical vs strategic relationships (perhaps move this to technique)
Define purpose and desired outcome of each relationship
Relationships in higher ed tend to be less towards goals rather than in the private sector
Relationships further goals
Due to time constraints some self awareness is needed to understand the reason for developing the relationship.
Relationship building can tend to break down silos within higher education that have developed
Build diversity of points of view (age, gender, ethnicity, background, responsibility, etc.), expands views beyond those that match your own.
Insight into other areas of expertise
Come to an agreed upon view of the direction of the organization in relation to strategy.
Demonstrate the value that EA can bring to the table for them
Create mutually beneficial relationships
Obtain awareness, buy-in and support for EA
Create a stronger organizational culture that is fun to work in rather than being adversarial
Understand diverse points of view of stakeholder network
Gain understanding of different areas (breakdown silos)
Gain better insight into functional areas where knowledge was thin
Increase EA influence over strategic decisions with an IT component
Develop a shared language, understanding and meaning of the enterprise aim (strategy, goals, objectives, capabilities, services and products)
Establish trust Trying to build a trusting relationship. See Living the Trust Equation.
A client engagement setting where IT Staff meet with campus stakeholders regularly to understand how IT projects are meeting/not meeting their goals.
Use of empathy to understand stakeholder point of view
Use of sociogram to understand stakeholder influence
Use of CRM material to understand persona
Use of Strategy-on-a-page
Valuable Wisdom or Knowledge Resource - You’ve identified someone who likely has valuable information or perhaps influence that would be useful for you to know (and possibly vice versa).
IT Investment decision making - a stakeholder is in the process of making an important IT investment decision and could use assistance from EA in identifying and evaluating alternatives as well as building the business case for the option chosen
New stakeholder - getting to know a newly identified stakeholder better and establishing rapport
The Big Picture Persuasion - persuading a myopic stakeholder to appreciate and buy into the bigger enterprise Subject .
(to be completed)
Employ CRM tools if helpful in tracking and managing contact-Jibber Jobber/
[Active] Listening and empathy is a great technique. Empathy requires personal investment in the relationship a
Stakeholder analysis, Influence/Interest graph. Match personas with relationship building tactics. Classify relationships and plan actions accordingly.
Define an actionable step
4Is. introduce, inquire, invest, influence
Take responsibility even if on behalf of your unit and leadership
Think of personas and how to influence them (numbers driven, emotional, etc)(early adopters, social influence)
Crossing the Chasm
Demonstrate respect and gratitude for stakeholder consideration
Use RACIs (Responsible, Accountable, Consulted, Informed)
Use of Capability Mapping and Strategy-on-a Page
Examples of things not to do:
Not having the answers to everything but rather eliciting the best solutions from stakeholders. Helping them making an informed decision
Example framework (citation needed):
The 4 I’s - Initiate, inquire, invest, influence
(to be completed)
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