Whether you’re trying to gain support for a new idea, lead through change, or earn the trust of your team, the ability to influence others and make an impact is a must-have skill in today’s workplace. But what does impact and influence mean professionally—and why does it matter?
Defining Impact and Influence
At its core, influence is the ability to affect the thoughts, behaviors, or decisions of others. Impact is the lasting effect or outcome of that influence. When we combine these two, we’re talking about using personal credibility, strategic communication, and emotional intelligence to shape outcomes that matter—to your team, your organization, and your career.
Unlike authority, influence isn’t tied to title or hierarchy. You don’t have to be a senior executive to influence others. You just need to understand what motivates people and how to communicate in a way that resonates. This is where influence becomes a strategic tool, not just a personality trait.
The Psychology Behind Influence
One of the most well-known experts in the field, psychologist Robert Cialdini, identified six core principles of influence:
- Reciprocity: People tend to return favors.
- Scarcity: People want more of what they perceive as limited.
- Authority: We follow credible experts.
- Commitment and Consistency: People are more likely to follow through once they commit to something.
- Liking: We say yes to people we like and trust.
- Consensus (Social Proof): We look to others to guide our behavior, especially in uncertainty.
Understanding and applying these principles can help professionals increase their ability to persuade ethically and effectively. Whether you’re influencing a client, a stakeholder, or your team, these insights can help you shape your message and timing to make it stick.
Influence in the Context of Change
When organizations undergo transitions—whether that’s a restructuring, new leadership, or a shift in strategy—influence becomes significant. According to John Kotter, one of the leading voices in change management, one of the most prominent mistakes leaders make is under-communicating the vision or failing to build a guiding coalition.
William Bridges, another change expert, emphasizes the emotional side of change—the need to help people let go of the old before they can embrace the new. In both models, influence plays a crucial role. Leaders who understand their audience’s mindset and engage them with clarity, empathy, and relevance are far more likely to gain traction and trust.
Communicating with Impact
You can’t influence without effective communication. The communication and presentation training agency Duarte argues that great communication is built on understanding your audience first and then shaping your message accordingly. Her research shows that successful communicators don’t just inform—they inspire.
This approach aligns with Design Thinking, which encourages empathy, iteration, and storytelling. Ask yourself: Who am I talking to? What do they care about? How can I make this message resonate?
Tailoring your message to your audience’s priorities and concerns doesn’t mean watering it down. It means making it relevant and accessible—a critical skill for anyone trying to gain support for an idea.
Influence in Everyday Behavior
Influence isn’t only about giving a big presentation or winning people over in meetings. It shows how we build trust and consistency and strengthen relationships. Small, consistent actions like following through on commitments, listening actively, or sharing credit help reinforce your credibility over time.
Much of your influence is built outside of formal settings. The people you mentor, the peers you collaborate with, the connections you make across departments—these relationships become the fabric of your influence network. Some of the most impactful advocates are not in your reporting line but in your corner because they trust you, respect your work, and feel included in your vision.
By consistently showing up, adding value in quiet ways, and building meaningful connections, professionals can lay the groundwork for sustainable influence that’s often invisible until it really matters.
Influence isn’t about being pushy, charismatic, or the loudest voice in the room. It’s about understanding people, earning their trust, and communicating in ways that move ideas forward. Impact comes when that influence leads to meaningful change.
As the workplace becomes more collaborative, fast-paced, and matrixed, the ability to influence without authority will only grow more critical. Whether leading a team, managing projects, or driving innovation, your success may depend less on your title and more on your ability to build strategically.
