Building Influence Without Authority

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In this article we don’t in any way want to imply that chamber pros have no authority. In fact, due to their unique position in the community, they are a bridge between the private and public sectors, making them authorities in both areas. However, we’re using the word authority in this article in a formal sense as in the authority a manager has over a subordinate. From this perspective, a chamber pro is often in situations where they have little authority. They are not elected officials running an agency and they are not a CEO running a business with hundreds of direct and indirect reports.

When we refer to “influence without authority,” we are speaking of having influence over people you don’t have managerial authority over. They are not your direct reports; they are not forced by a business hierarchy to acknowledge your position of authority.

Authority, in this case, becomes something you have to establish and build. Like any relationship, how effective is it in garnering trust to tell people, “trust me.” It generally has the opposite effect. So too it goes that you can’t demand for people to think of you as an authority. It must be built.

As a chamber pros, it is essential to your job duties and success in your role to build authority in the community or in order to influence outcomes. You cannot be an effective advocate for business without this skill.

In the world of chamber leadership, influence without formal authority is often how you get things accomplished. As a chamber pro, you regularly find yourself in the unique position of advocating for local businesses while working alongside powerful elected officials and captains of industry.

When it comes to creating real impact, building influence becomes a powerful asset. Here are essential strategies to help you lead and inspire even without the traditional "authority" to do so.

Build Credibility Through Expertise

Credibility is the foundation of influence. When you build a reputation as a subject matter expert, others begin to trust your knowledge and guidance. This credibility can come from deep knowledge of local economic issues, an understanding of the challenges small businesses face, or expertise in legislative matters affecting the community.

Staying up to date on industry trends, local policies, and economic forecasts allows you to serve as a trusted advisor to business owners, city leaders, and even state officials. For example, if you frequently speak knowledgeably about economic development trends, businesses and officials alike will start to see you as the go-to person for insights into community growth, helping you gain influence across sectors.

Leverage Relationships Strategically

Relationship-building is one of the most powerful ways to exert influence without authority. You work daily to develop strong relationships with stakeholders at every level—from small business owners to city council members. Networking and informal meetings provide invaluable opportunities to build rapport and establish trust. Attending local events (outside of the chamber’s), hosting regular small structure coffee chats with business leaders, and participating in city forums are great ways to make connections.

When leaders feel they know and trust you, they are far more likely to listen to your ideas and advocate for your initiatives. If you’re advocating for a new small business tax incentive, having city council members in your corner can make all the difference.

Demonstrate Empathy and Emotional Intelligence

Empathy and emotional intelligence (EQ) are crucial for connecting with others and building influence. Leaders who demonstrate they genuinely understand and care about the needs of others foster loyalty and respect.

Listen actively to the concerns of business owners, city leaders, and community members. Show them you understand their perspectives, even if you can’t directly resolve their issues. For instance, when local retailers express concerns about rising rental costs, acknowledge their challenges and work with city officials to advocate for solutions. When stakeholders see you are invested in their success, they’ll be more receptive to your suggestions and ideas.

Communicate Persuasively and Adaptably

Effective communication is key to influencing people at all levels. Tailor your messaging to your audience: what resonates with a small business owner is not likely to resonate with a city council member or CEO of a large, multi-national business. Use clear, compelling language that emphasizes shared goals. Share examples or case studies from other communities to illustrate the potential outcomes of an initiative.

When promoting a pro-business policy, share a story of how a similar policy helped a neighboring town’s economy. Using storytelling to highlight success in similar contexts can help build support and influence decisions.

Show Consistency and Reliability

Consistency builds trust, which is essential for influence. People are more likely to follow your lead if they know you are dependable. Keep your promises, meet deadlines, and be responsive in communications. This is particularly critical in chambers where elected officials and business owners rely on chamber professionals to be consistent advocates.

If you consistently attend city council meetings, provide timely feedback, and follow through on commitments, others will see you as a reliable ally. This reliability will gradually build the authority you need to drive community-wide initiatives.

Spread Positivity and Foster a Collaborative Spirit

A positive attitude is contagious, and it can significantly influence how others respond to you. Chamber professionals often serve as community cheerleaders, promoting a collaborative spirit and optimism. By regularly offering encouragement, celebrating small wins, and focusing on the potential for growth, you can help to create a culture of positivity around your initiatives. For example, when discussing new chamber programs, express excitement about the opportunities they present for local businesses. This enthusiasm can help rally community members and business leaders to your cause, making them more willing to participate and support your efforts.

Align Initiatives with Community and Business Goals on the Micro and Macro Level

To gain influence, demonstrate that your proposals support the community’s broader goals. For instance, if advocating for a small business grant program, illustrate how it aligns with the city’s objectives of economic development and job creation. Show that your work not only benefits the chamber’s members but also addresses wider community needs.

While doing this, you also want to communicate what’s in it for “them.” When you speak with individuals, it’s best to understand their needs and communicate what you’re looking for in terms of how it will benefit them. Even the most altruistic of entities has its own goals and needs. Aligning your pursuits with theirs, can help them see the value in partnership with the chamber and build the trust you need to be successful.

By connecting your ideas to tangible outcomes that align with individual, community and/or governmental objectives, you create a shared sense of purpose. This alignment reinforces the value of the chamber’s role in community growth, enhancing your influence and creating stronger buy-in from business and government stakeholders.

Building influence without authority is a gradual process that requires patience, strategic relationship-building, and genuine care for the community. You cannot demand it.

Chamber professionals who master the art of leading without formal authority create lasting impact by connecting people, advocating effectively, and building credibility across sectors. With these skills, chamber leaders can advance initiatives that strengthen the business environment and the broader community, ultimately making a difference where it matters most.

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