Influence Over Titles: Securing Your Seat at the Table

Have you ever found yourself knocking on the wrong doors, wondering why no one’s answering?
What if the real decision-makers in an organisation aren’t the ones with fancy titles?
Could you be one conversation away from finding the key to the table—without even realising it?

In the corporate jungle, the journey to success isn’t always about climbing straight to the top. Sometimes, it’s about finding the side paths and understanding who really holds the power to make things happen. Whether you’re trying to pitch a product, build a relationship, or secure a deal, the key often lies in knowing who has influence—and it’s not always the person in the corner office.

Let’s explore how to identify these influential players, connect meaningfully, and position yourself to get your foot in the door—and eventually, a seat at the table.

A few years ago, I was working on a high-profile project for a significant company when I noticed something unusual. AWS, one of the largest cloud providers in the world, was persistently reaching out to me. At first, I thought, “Why would they focus on me?” I wasn’t at the top of the hierarchy, but they saw something I hadn’t realised yet.

When I mentioned it to a senior colleague, he simply said, “They know who has a seat at the table.” That comment shifted my perspective. They weren’t chasing titles; they were targeting those who influenced decisions—and in that scenario, it was me. My reputation for transparency and delivering results made me a trusted voice, even if I didn’t fully see it myself at the time.

This experience taught me a valuable lesson: success isn’t just about climbing; it’s about connecting with the right people in the right ways. The path to influence often starts where you least expect it.

Here’s how you can identify and connect with the real decision-makers in any organisation:

1. Map the Terrain:
   Use tools like LinkedIn or internal directories to study the organisational structure. Look beyond titles to understand roles and relationships.

2. Be an Observer:
   In meetings or collaborations, notice who people turn to for advice or final approval. These subtle cues reveal the real influencers.

3. Build Authentic Connections:
   Approach with curiosity, not an agenda. Offer value before asking for anything in return. Relationships based on trust last longer and go further.

4. Leverage Internal Advocates:
   Employees and consultants who already have a seat at the table can be your greatest allies. They know the terrain and can vouch for your credibility.

5. Think Beyond Hierarchy:
   Don’t limit yourself to the top-level executives. Operations managers, team leads, or even long-tenured employees often wield significant influence behind the scenes.

Remember those unanswered doors? Sometimes, they’re not meant to open because you’re knocking on the wrong ones. The real decision-makers might not have fancy titles, but their influence is undeniable.

And that conversation you’re one step away from? It’s closer than you think when you know how to identify the key players and build genuine relationships.

Finally, don’t underestimate your own potential seat at the table. Like me, you might already have it without fully realising your impact.

Infiltrating an organisation isn’t about brute force or relentless pursuit; it’s about strategy, observation, and authenticity. Success comes to those who understand the power of influence, trust, and value.

So, start mapping, listening, and connecting. The seat at the table is waiting for you—and it’s not as far away as you think.