A five-step process.
By Matt Rampe
Ancient Chinese military strategist Sun Tzu writes in his book, “The Art of War,” “Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.”
Many accounting partners go to “war” (aka strategic planning) and then seek to win by having their opinions prevail. If the partners are well aligned, that can work. However, often partners are not yet aligned on key issues. That is where the subtle art and science of influence can be used to create victory.
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What Is Influence?
According to the Oxford English Dictionary, influence is the capacity to affect the character, development or behavior of someone or something. In a CPA firm context, influence is the method by which you seek to understand and then persuade your peers into alignment around key issues.
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