Issue link: https://industrialengineer.epubxp.com/i/826827
28 ISE Magazine | www.iise.org/ISEmagazine This article focuses on the art and science of how professionals can be more effective at driving positive change. Effective implementation, known as getting to "done" on any improvement initiative, requires not just great solutions but the ability to earn buy- in from stakeholders. Bigger improvement oppor- tunities typically mean larger and more complex stakeholder groups and more ebbs and flows along the journey. Combin- ing brand, believability and style flexibility can increase your chances to succeed as a change agent. Here are the key points: • Senior executives, entrepreneurs and industrial and systems engineers have certain things in common. They transform things from nothing to something, from something to something better and from something underperforming to something that performs better. • Transforming things requires the ability to create improved solutions; it also requires the ability to communicate, to connect and to inspire, sell, persuade and influence. With- out accomplishing the second half, your work may never see the light of day. • Being good at persuasion requires a solid brand, a high be- lievability index and style flexibility – that is, an adaptable style so that you can relate to different types of stakeholders. • We aren't all naturally skillful at brand, believability and style flexibility, but all of us can, with intent, patience and persistence, become much more effective as change agents, much more successful at the art and science of persuasion. The art and science of persuasion We apply the term persuasion as an umbrella term for influ- ence. Persuasion can attempt to influence a person's beliefs, attitudes, intentions, motivations or behaviors. In short, per- suasion is often required to get projects to "done." It is easier to drive change if you have one or more of the five fundamental bases of power: legitimate (based on position or formal authority), reward (often goes hand in hand with T The ar ou become a better ISE By Bob Gold and D. Scott Sink Hone your brand, believability and style