It can be instructive to summarize what you learn about patterns of influence by drawing an influence map like the one illustrated. It depicts both the flow and the extent of influence among members of a hypothetical business unit. Paul is the general manager of the unit. Todd is the VP of marketing and a long-time ally of Paul’s. Nathan and Sarah are VPs of sales and R&D, respectively. Dana, the new unit controller, has created this influence map in an effort to figure out how to advance some key initiatives.
The direction of a given arrow indicates who influences whom. An arrow’s width indicates the relative strength with which one individual influences another. Note that influence can flow both ways, depending on the issue. For example, Paul may influence Todd to set certain budgetary goals for marketing. Todd, in turn, may persuade Paul to authorize hiring new personnel.