In any organization, leadership is not just about managing teams or making executive decisions; it’s also about influencing stakeholders and leading up. That is true even more so when you are working alone or have no team to delegate to.

“Leading up” refers to the ability to influence those above you, either in a formal organizational hierarchy, or in more general business and life interactions. Whether it’s your direct manager, a client, a recruiter, or just someone more influential than you, being able to lead up is essential.

Mastering this skill is crucial for career growth, business development, and driving organizational success. This article explores the importance of leading up, strategies to influence stakeholders, and best practices for establishing credibility and trust.

What Does It Mean to Lead Up?

Leading up is about proactively contributing to decision-making, providing valuable insights, and positively influencing the direction of an organization, even when you are not in a formal leadership position. It involves understanding your stakeholder or leaders’ goals, priorities, and challenges and aligning your contributions to support them effectively.

Being able to lead up successfully means earning trust, communicating effectively, and positioning yourself as a strategic partner who adds value to their organisation.

The Importance of Leading Up and Influencing Stakeholders

Here are some reasons why leading up is so important:

1. Career Growth and Professional Development

Demonstrating leadership beyond your job role or title can help you gain recognition, promotions, and new opportunities. Leaders appreciate employees who take the initiative and contribute to broader organisational goals. External stakeholders want proactive partners who can help them solve problems, so helping is the best way to get more business.

2. Enhanced Decision-Making

Influencing stakeholders ensures that your insights, expertise, and recommendations are considered in decision-making processes. This can lead to better strategic decisions and improved outcomes for the organisation.

I have been in various roles where stakeholder engagement has been vital to ensuring effective decision-making. It takes time to build relationships and align others to a shared direction. For example, in these sorts of situations, I will invest a lot of time with individual decision-makers before going into a group setting where the choice is expected to be made.

3. Improved Relationships with Senior Leaders

Building trust and rapport with higher-ups fosters a collaborative work environment. Strong relationships with key stakeholders can also provide mentorship and open doors to career advancement.

Generally, the people up the chain are just like you, just with a bit more experience or particular skills. The best senior leaders and stakeholders encourage input and challenge from their team. It is increasingly common to have reverse coaching and mentoring in place where a senior person will actively seek the perspective of someone in a lower position.

4. Driving Organisational Change

Many employees have great ideas but struggle to get buy-in from decision-makers. Leading up effectively can help you drive change, secure resources, and implement innovative solutions.

One of my favourite examples of this was David Sterling, founder of the Special Air Service (SAS) in World War Two. He hopped his way into a military HQ on crutches, dodged staff and barged into a General’s office to get his idea across. It was a highly risky strategy but one that paid off, as in this case, he was demonstrating just the sort of daring that his team was going to be known for. As a result, he was permitted to form the SAS.

Strategies for Leading Up and Influencing Stakeholders

1. Understand Your Leaders’ Priorities and Challenges

To influence decision-makers, you need to understand what matters most to them. Research their goals, objectives, and key performance indicators (KPIs) to tailor your communication and contributions accordingly.

• Study company reports, strategy documents, and meeting notes.
• Ask insightful questions to understand their biggest challenges.
• Align your work with their key initiatives to demonstrate value.

2. Communicate Effectively and with Confidence

Senior leaders are often pressed for time, so clear, concise, and compelling communication is essential.

• Use data-driven insights to support your recommendations.
• Present ideas with clarity and confidence.
• Adapt your communication style based on the stakeholder’s preferences (e.g., some leaders prefer high-level summaries, while others want detailed reports).

3. Develop a Strategic Mindset

Thinking strategically means considering the bigger picture and aligning your ideas with long-term business objectives.

• Always connect your proposals to broader company goals.
• Identify risks and opportunities before presenting an idea.
• Showcase how your suggestions can improve efficiency, revenue, or customer satisfaction.

4. Build Credibility and Trust

Credibility is key to influencing stakeholders. If leaders trust your judgment and expertise, they will be more likely to consider your ideas.

• Deliver high-quality work consistently.
• Follow through on commitments and deadlines.
• Stay informed about industry trends and business developments.

5. Be Proactive and Solution-Oriented

Instead of simply pointing out problems, come prepared with potential solutions. Senior leaders value employees who take initiative and provide actionable recommendations.

• Identify issues before they escalate.
• Present well-thought-out solutions backed by data.
• Offer to take ownership of implementing solutions where possible.

6. Manage Up Effectively

Managing up involves making your manager’s job easier while ensuring that your contributions align with their expectations.

• Anticipate your manager’s needs and provide support before they ask.
• Keep them informed without overwhelming them with unnecessary details.
• Offer insights that help them make informed decisions.

7. Leverage Emotional Intelligence (EQ)

Emotional intelligence is a crucial factor in influencing others and building strong professional relationships.

• Practice active listening to understand different perspectives.
• Be empathetic and recognize the challenges senior leaders face.
• Adapt your approach based on the personalities and preferences of key stakeholders.

8. Foster a Collaborative Approach

Building alliances with other teams and departments can strengthen your influence.

• Engage cross-functional teams to support your initiatives.
• Collaborate with peers to present unified recommendations.
• Position yourself as a team player rather than an individual contributor.

9. Use Storytelling to Make an Impact

Data is essential, but storytelling can make your message more compelling and memorable.

• Share success stories that highlight the impact of your ideas.
• Use real-world examples to illustrate your points.
• Frame recommendations in a way that resonates emotionally with stakeholders.

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Best Practices for Sustained Influence

1. Be Patient and Persistent

Influencing senior stakeholders doesn’t happen overnight. It takes time to build trust and credibility.

• Keep presenting valuable insights consistently.
• Accept feedback and refine your approach accordingly.
• Demonstrate resilience and adaptability in the face of setbacks.

2. Stay Adaptable and Open to Feedback

Senior leaders appreciate employees who can adjust their approach and improve based on constructive feedback.

• Seek feedback from managers and colleagues on how to improve your influence.
• Be willing to pivot strategies if necessary.
• Show a willingness to learn and grow professionally.

3. Maintain Professionalism and Composure

Handling high-pressure situations with professionalism enhances your reputation as a reliable and composed team member.

• Stay calm and solution-focused during challenging conversations.
• Avoid emotional reactions and focus on facts.
• Demonstrate leadership through your behavior and attitude.

4. Follow Up and Show Impact

Stakeholders are more likely to support your ideas if they see tangible results.

• Track and measure the impact of implemented ideas.
• Share progress updates and successes with key stakeholders.
• Reinforce the value of your contributions through data and testimonials.

Mastering the Art of Leading Up

Leading up and influencing stakeholders is a vital skill that can accelerate your career, enhance decision-making, and drive meaningful change within an organization. By understanding leaders’ priorities, communicating effectively, building credibility, and adopting a strategic mindset, you can position yourself as a trusted advisor and thought leader. Whether you’re a working alone and managing clients, or an entry-level employee looking to make an impact with senior leaders, mastering the art of influence will set you apart and create new opportunities for growth and success.