Who We Are

PhilosophY & VALUES

Expertise

Support Resources

Case Studies


Who we are

What we offer

How we work

How we engage

Value proposition


The tree of knowledge, a universal metaphor, symbolizes wisdom, understanding, skills and insights that enable us to be more effective. Just as trees grow and leaves transform to reflect changing seasons, change in corporations is now a regular condition. At Influence Systems, we work with companies to ensure change is reframed into opportunity. We have helped people grow and develop in work relationships, teams and business units.

The organizations we serve are striving to realize goals of profitability and efficiency; therefore, they must change. A significant part of that change requires developing their workforce. Changing means that businesses must expand their comfort zones just as people do. For meaningful, directed change to occur, organizations need people who can lead, inspire, persuade and influence others to do things in new and different ways.

Influence Systems’ value proposition can be summed up in the following way:

  • Ronald Coase (1991 Nobel Laureate in Economics) states that “the cost of carrying out a transaction by means of an exchange on the open market…have come to be known in the economic literature as “transaction costs.’ I have described what I had in mind in the following terms: ‘In order to carry out a market transaction it is necessary to discover who it is that one wishes to deal with, to inform people that one wishes to deal and on what terms, to conduct negotiations leading up to a bargain, to draw up the contract, to undertake the inspection needed to make sure that the terms of the contract are being observed and so on.”
    • All people interactions can be framed economically.
    • People interactions, at work, contribute to more than half the U.S. GDP (Wallis and North, 1986).
    • In organizations where efficient and effective transactions are the norm, more dollars go to the bottom line.
  • When transactions (board-stockholders, salesperson-customer, leader-follower, team member-team member, or coworker-coworker) are based on mutual trust, operational costs decrease. Without trust, people transactions incorporate protective behavior that makes them more expensive and less effective.
    • CYA becomes an operating business condition. Sarbanes-Oxley is an obvious example of how untrustworthy behavior is affecting business globally.
    • Employees engage in protective behavior such as not participating, blaming and avoiding accountability.
    • Innovation, change adaptability, and communication will suffer.
  • Influence Systems’ organizational development and people development workshops address processes and skills that more effectively utilize organizational resources while building trust in the process.
    • Where some believe workplace trust is ‘nice,’ we believe that for a business (or a leader, or employee, or salesperson) to be viable and economically effective, trust is required.
    • We base our organizational and people development on behavioral and economic theory to strengthen financial and human performance.

W. Edward Deming was known to say “drive fear out” because that is required for people to rationally address quality issues and incorporate changes necessary to improve quality. Trust is the antidote to fear. For leading, selling and influencing behavior to succeed, trust must be integral to realize their meaning in the long and short term.


Trust Model

Trust is choosing to depend upon and be vulnerable to another based on your confidence in the other's ability, benevolence, and integrity.

Trustworthy is demonstrating, by behavior, one’s ability, benevolence and integrity.

Why is high trust imperative in human systems relationships? Trust reduces fear.

Trust allows diverse groups, people and companies to blend together to create new potential, market dominance and organizational creativity.

ISI's trust model is the cornerstone of our training programs and organizational development services.

Place your cursor over the circles to view each description

 

Relevant 2-Way CommunicationTrust Place your cursor over the circles to read each description.
History of PromisesMutual Understanding & AgreementTrust  

 

The Trust Model conveys the cyclical process of trust. When people live up to their history of promises, it makes it easier to trust, and this in turn makes engaging in relevant two-way communication easier.

Home | About Us | Products | Services | Contact Us All content and images, © Influence Systems, Inc.