Case Study: Vikram’s Epic Influencing Skills Makeover!

Meet Vikram, the office’s low-key genius. Known for his sharp analysis and data-driven insights, he was the go-to guy for problem-solving. But there was one problem he couldn’t solve—getting people to actually listen to his ideas.

The Problem

Every time Vikram spoke up in meetings, it was like he was giving a TED Talk… but to an audience of tumbleweeds. He’d present facts, data, solutions—the works! But people either tuned out or went on with their own ideas. His contributions, despite being gold, were overlooked.

Frustrated by this “invisibility,” Vikram signed up for coaching with us to improve his influencing skills, and this is where things got interesting.

The Push & Pull Approach

During coaching, Vikram learned about two essential influencing techniques: Push and Pull.

• Push: A direct, assertive approach where you try to convince others through logic and data. Vikram realized his heavy reliance on Push made him seem distant and too focused on facts without engaging people personally.
• Pull: A more subtle approach where you bring others into the conversation, ask for their input, and create a dialogue. It helps to build rapport and ensures that others feel heard and valued.

However, Vikram also learned that influencing is not a one-size-fits-all game. It’s about using the right strategy at the right time. His coach introduced him to different influencing approaches, each with its strengths, uses, and risks.

Directive (Push): This is an “I”-driven style where the influencer asserts their views and expects others to follow.

• Use when: You’re the expert. Quick action is required. You’re working with new/inexperienced people. Compliance, security, or deadlines are at stake.
• Risk: Overuse can make you appear too aggressive or forceful.

Vikram realized that while his directive approach was useful in urgent situations, it wasn’t always appropriate for collaborative settings, which was why his ideas often fell flat.

Reasoning (Push): This style focuses on presenting logical, balanced arguments.

• Use when: You have high credibility and expertise. You need buy-in for an unpopular decision. You have research backing your idea.
• Risk: Overuse may make you appear rigid and overly focused on facts.

Vikram often leaned on reasoning to back up his points, but as his coach, we explored how to balance facts with empathy to make his message more relatable.

Senior Management Support (Pull): In this style, you leverage senior leadership to influence decisions.

• Use when:You need sponsorship for a project. You require authority to push forward a course of action
• Risk: Overuse may make you seem political or reliant on others.

Vikram learned to tactically involve leadership when necessary but not to over-rely on this approach.

Peer Support (Pull): Mobilizing colleagues to support your ideas is a collaborative approach.

• Use when:You have strong relationships with peers. You don’t have direct influence over the decision-maker.
• Risk: Overuse may make it seem like you’re not taking responsibility.

Vikram began building allies across teams, using their support to strengthen his arguments and increase buy-in.

Visionary (Pull): This style taps into people’s emotions, imagination, and helps them visualize what’s possible.

• Use when:Starting a complex project. You need innovative ideas. You want to inspire others
• Risk: Overuse may make you seem unrealistic or too idealistic.

Vikram embraced the visionary approach to inspire his colleagues and make them see the big picture in his ideas, rather than just the data.

Collaboration (Pull): This approach involves others, inviting their ideas and perspectives.

• Use when:You need commitment from others. There’s no clear answer to the issue. You’re looking for innovative input
• Risk: Overuse may make you seem indecisive or unsure.

Vikram found collaboration to be his most effective tool in engaging others and making them feel part of the process.

The Makeover

With a fresh understanding of these approaches, Vikram began using them strategically. Here’s how he improved his influence:

• WIIFM (What’s In It For Me?): Instead of just diving into facts, Vikram started framing his points with the audience in mind. He connected his ideas to their goals and made his message relevant to their needs.

Before: “This data shows we need to change our strategy.”

After: “What if we could increase sales without boosting the budget? Here’s one way we could do that…”

• Ask, Don’t Tell: Vikram started asking questions to engage others rather than presenting solutions outright. This made people feel involved, and they became more open to his suggestions.

Before: “Here’s the solution to the problem.”

After: “What do you think could solve this issue? I have an idea that might work…”

• Collaboration & Visionary Influence: Instead of pushing data, Vikram began pulling people in by asking for their input and painting a vision for the future. He inspired his colleagues by helping them see how his ideas aligned with their broader goals.

The Transformation

At his next team meeting, Vikram strategically used a mix of Push and Pull techniques. He started by collaborating, asking questions, and guiding the discussion rather than bulldozing it. He pulled his colleagues into the conversation, wove in his data, and helped them visualize the benefits of his idea.

The result? Everyone was engaged, and his idea was adopted by the team—without a single eye glaze-over moment!

The Takeaway

Vikram’s journey shows that influencing isn’t just about what you say, but how you say it. By mastering the Push and Pull techniques and strategically applying different influencing approaches, he went from being “the invisible genius” to a confident communicator whose ideas shaped decisions.

Now, Vikram is the office influencer—and he’s loving his new role!