How to Manage Up, Down and Across: Persuasion, Influence & Leadership

The McCann Group offers two modules in the area of persuasion, influence, and leadership.  These modules can be taken together under the How to Manage Up, Down, and Across: Persuasion, Influence, & Leadership program, or taken separately as stand-alone modules.

Module I: Managing Upward and Across

Purpose and Overview

In today’s business landscape, which is categorized by increasingly flatter organizations and greater cross-divisional, departmental, and intra-company interaction, optimal results can often only be achieved through influencing managers over whom you have minimal or even no direct authority.  This module in the How to Manage Up, Down, and Across: Persuasion, Influence, & Leadership program yields practical and useful insights into the process of influence without direct authority.

Structure and Goals

The “managing upward and across” module employs case analysis (Harvard Business Review cases), lectures, role-plays, and group discussions in order to provide you and your company with the tools to manage upward and across.

In what is often described by participants as “one of the most useful and illuminating learning sessions in their careers,” in this module you will:

  • Learn how to identify and investigate sources of power and influence that even new employees have their disposal
  • Learn how to use information and resources to develop a healthy relationship compatible with your superior’s work style and expectations
  • Learn how to help your supervisor work more effectively
  • Learn how to maximize team efficiency in teams when employees are of similar rank
  • Learn how to seek out information about other’s goals and pressures
  • Learn how to manage and lead more fluidly and efficiently across departments, across divisions, and across the parent-subsidiary relationship, especially when reporting channels and symbols of authority (e.g., titles) are uncertain or vague
  • Learn how to navigate difficult conversations
  • Learn a wide variety of influence and compliance gaining strategies

Module II: Managing Down (Leading in Changing Times)

Purpose and Overview

It is often in turbulent times that a leader is not only tested the most, but can grow the most.  In this stand alone or combinable module on leading in changing times, this module will help you and your organization address the emergent realities of leading and influencing in a new and changing marketplace. As with all of our modules, we emphasize the role of communication in influence and leadership.

Structure and Goals

In this module, you will learn more about yourself as a leader, as well as how to be more adaptive and targeted in your leadership response as changes and challenges emerge. We will put you in role-play scenarios where you will be asked to communicate vision and align employees around company goals, and we will provide you with techniques so you can do this in a way that is consistent with company values and the fundamentals of effective leadership.  On the flip side of the coin, we will also put you in difficult situations where you must communicate troublesome or bad news to your staff, to your Board or boss, and to the media.

Via reliable assessment instruments, we will also target your own set of leadership issues so you can create an individualized leadership plan and then learn how to best communicate your goals.

The objectives of this module are as follows:

  • Analyze your own leadership challenges
  • Assess and uncover your own leadership style
  • Identify your key places for leadership development
  • Learn how to get the most out of your leadership style
  • Learn novel strategies about influence and persuasion
  • Uncover ways to make your communicative messages more impactful, long lasting, and memorable
  • Discover how to design and motivate staff, teams, and constituents
  • Learn how to inspire confidence
  • Learn how to build teams that are committed and perform at peak efficiency
  • Learn how to communicate company vision
  • Learn how to align employees around company goals, and stay consistent with core company values as you do so
  • Learn how to communicate troublesome or bad news to your staff, to your Board or boss, and to the media
  • Learn about how you network, and how to best use and increase networks to influence
  • Learn the concept of organizational holes in networks and how to best use these holes to you and your company’s leadership advantage
  • Provide you with new ways to seek out leadership mentors


For companies and groups, we offer 1-day sessions, 2-day sessions, and extended, multiple day sessions.  Training is conducted either on-site or off-site, depending on your preference.

Programs can be combined with other programs, or offered on their own.

Programs can be adjusted to your particular needs.

For individuals and small groups, we also offer private coaching services.

For information about the video version of this program, please contact us.