MODULE 2: Identifying and analysing the stakeholders and ...

CONTENTSMODULE 2:IDENTIFYING AND ANALYSING THESTAKEHOLDERS ANDESTABLISHING NETWORKSObjectives 1Session 3 2Introduction to stakeholder analysis 2The stakeholders 2Identifying the stakeholders and creating a list 3Drawing out stakeholders’ interests in relation 3to the projectAssessing the influence and importance of 5stakeholdersCombining influence and importance in a matrix 6diagramIdentifying assumption and risks about stakeholders 7Identifying appropriate stakeholder participation 8Session 4 9Introduction to networking 9The networks 9Self-leadership 10Effective relationships: the relationships audit 10Networking: the networks audit 11References 13Skill sheet 2.1 - Self-leadership 14Skill sheet 2.2 - Developing and maintaining 16relationshipsSkill sheet 2.3 - Networks and networking 18Facilitator’s guide - Stakeholder analysis 21iiiMODULE 2: Identifying and analysing the stakeholders and establishing networks

Exercise sheet 2.1 - Stakeholder listing tool 23Exercise sheet 2.2 - Stakeholder interest tool 25Exercise sheet 2.3 - Stakeholder influence and 26importance toolExercise sheet 2.4 - Stakeholder clarification tool 27Exercise sheet 2.5 - Stakeholder risk assessment 29toolExercise sheet 2.6 - Summary stakeholderparticipation matrix tool 31Facilitator’s guide - Networking 33Exercise sheet 2.7 - Self-leadership skills audit tool 34Exercise sheet 2.8 - Relationship audit and 36planning toolExercise sheet 2.9 - Network audit tool 37ivMODULE 2: Identifying and analysing the stakeholders and establishing networks

MODULE2IDENTIFYING AND ANALYSING THESTAKEHOLDERS ANDESTABLISHING NETWORKSMODULE 1Identifying the Problemand the Desired OutcomeMODULE 6Monitoring and Evaluatingthe ProjectMODULE 2Identifying and Analysingthe Stakeholders andNetworksMODULE 5Managing Communicationand the Change ProcessMODULE 3Understanding theContextual EnvironmentMODULE 4Understanding the Policy,Political and Decision-Making ProcessesObjectivesUpon completing this session, the reader should be ableto:Identify key stakeholders and assess their interestsand influenceDevelop a stakeholder participation strategyUnderstand the elements of self-leadershipUnderstand the skills required for developingeffective relationshipsIdentify existing networks Establish appropriate networks1MODULE 2: Identifying and analysing the stakeholders and establishing networks

Session 3Introduction tostakeholder analysisStakeholder analysis is a technique you can use to identifyand assess the importance of key people, groups of people,and institutions that may influence the success of your activityor project.Stakeholder analysis should always be done at the beginningof a project, even if it involves simply making a quick list ofstakeholders and their interests. You can use this techniquealone or with your team members. However, a teamapproach is likely to be more effective than an individualdoing the analysis alone. The type and scale of the project,and the complexity of the issues, will determine how muchtime you should devote to this task.The stakeholdersSTAKEHOLDERS:are persons, groups orinstitutions with interests ina project or policy or whomay be directly orindirectly affected by theprocess or the outcome.KEY STAKEHOLDERS:are those who cansignificantly influence, orare important to the successof the project.Findings can provide early and essential information about:• Who will be affected• Who could influence the process or outcomes• Which individuals, groups or organisations need to beinvolved; and• Whose capacity needs to be enhanced to enable themto participate.Stakeholder analysis helps assess a project environment,and to determine how best to negotiate during discussionsabout the project. More specifically, doing a stakeholderanalysis can:• draw out the interests of stakeholders in relation to theproblems which the project is seeking to address (at theidentification stage) or the purpose of the project (once ithas started);• identify conflicts of interest between stakeholders, whichwill influence the assessment of a project’s riskiness;• help to identify relations between stakeholders which canbe built upon, and may enable “coalitions” of projectsponsorship, ownership and cooperation; and• help to assess the appropriate type of participation bydifferent stakeholders, at successive stages of the project.2MODULE 2: Identifying and analysing the stakeholders and establishing networks

Identifying thestakeholders andcreating a listStakeholders can be listed and categorized in various ways.However a simple list of those who have an interest in theissue is a good starting point. (See Exercise Sheet 2.1.)ExampleUsing the Health Centre Case Study, a brainstorming session washeld with fellow staff members and a representative from theprofessional association. Based on this discussion, a list ofstakeholders was developed. The checklist was used to ensurethat the list was comprehensive. The list of stakeholders includedthe following:Stakeholders:ClientsClients’ familiesLocal communityStaff – NursingStaff - OthersManagement of centreLocal politicianLocal mediaDepartment HeadUnionProfessional associationOther local health servicesOther health services in similar positionDepartment Chief NurseMinister of HealthLocal general medical practitionersExerciseUsing the Stakeholder List (Exercise Sheet 2.1) record the likelystakeholders in your project.Drawing outstakeholders’interests in relationto the projectThe list of stakeholders forms the basis for identifying theinterest each stakeholder has in the project, and the project’slikely impact on them. By going through the checklistprovided below, the interest each stakeholder has in theproject can be identified. The likely or actual impact of theproject on these interests should be assessed. (See ExerciseSheet 2.2)3MODULE 2: Identifying and analysing the stakeholders and establishing networks

ExampleStakeholderClientsClients familiesLocal communityStaff – NursingStaff - OthersManagement of centreLocal politicianLocal mediaDepartment HeadUnionProfessional associationOther local health servicesOther health services insimilar positionDepartment Chief NurseMinister of HealthLocal general medicalpractitionersInterestHave a very strong interest but not acohesive group.Have a very strong interest but not acohesive group.Have a very strong interest but not acohesive or informed group.All the nursing staff are affected but afew of them do not want to getinvolved.There is some self-interest here.Some of the staff just want the problemto go away and do not want to getinvolved.Want the problem to go away. Notinterested in change since the healthcentre is now operating within itsbudget. Concerned that change willbring more trouble.Is indifferent at the moment but anelection is coming up.Not much interest at the moment but ifgiven the right information at the righttime (election) could be veryinterested.Has been told to sort out the budgetproblem. Has done this so does notwant the problem revisited at all.Interested but has bigger issueselsewhere at the moment.Interested but has limited resources.Have an interest as clients are startingto move to use their services, and aretherefore putting pressure on theirresources.Have a stake in the project being asuccess therefore may be interested.Can provide covert support but has aconflict of interest.This project may not be a priority butan election is coming up so may wishto have this issue resolved quickly.Have to deal with disgruntled clientstherefore they may provide somesupport to the project.ExerciseUsing the Stakeholder Interest Tool (Exercise Sheet 2.2) record theinterests of the stakeholders.4MODULE 2: Identifying and analysing the stakeholders and establishing networks

Assessing theinfluence andimportance ofstakeholdersKey stakeholders are those who can significantly influence,or are important to the success of, the project.Influence is the power which stakeholders have over a project- to control what decisions are made, facilitate itsimplementation, or exert influence which affects the projectnegatively. Influence is perhaps best understood as theextent to which people, groups or organizations (i.e.stakeholders) are able to persuade or coerce others intomaking decisions and follow certain courses of action.Importance indicates the priority given by you to satisfyingstakeholders’ needs and interests through the project.Importance is likely to be most obvious when stakeholderinterests in a project converge closely with your objectives.(See Exercise Sheet 2.3)ExampleA group brainstormed the likely influence and importance of the listedstakeholders in the Health Centre ProjectStakeholder Interest Influence ImportanceAs per U=Unknown U=Unknownexercise 3.2 1=Little/no 1=Little/noinfluence influence2=Some influence 2=Some influence3=Moderate 3=Moderateinfluence influence4=Significant 4=Significantinfluence influence5=Very influential 5=Very influential1. Clients 2 52. Clients families 2 53. Local community U 54. Staff – Nursing 3 55. Staff - Others U 26. Management of centre 4 27. Local politician 4 28. Local media 4 29. Department Head 5 110. Union 2 311. Professionalassociation 3 512. Other local healthservices 3 413. Health services insimilar position 3 414. Department ChiefNurse 2 515.Minister of Health 5 216.Local generalmedical practitioners 4 25MODULE 2: Identifying and analysing the stakeholders and establishing networks

ExerciseUsing the Stakeholder Influence and Importance Tool (Exercise Sheet2.3) record the influence and importance of the stakeholders.Combining influenceand importance in amatrix diagramImportance and influence can be combined by using a matrixdiagram. This is done by positioning stakeholders in relativeterms according to the two broad criteria in a two by twomatrix. This exercise in positioning will indicate relative risksposed by specific stakeholders, and the potential groupingof support for the project. (See Exercise Sheet 2.4)ExampleTaking the information from the Stakeholder Influence and ImportanceTool, the group brainstormed the relative position of each of thestakeholders on the project.ImportanceA 3 1;2;14 5 4;11 B12;13100 5Influence Influence516 6;7;8159D 0 CImportanceExerciseUsing the Stakeholder Matrix Clarification Tool (Exercise Sheet 2.4),position each of the stakeholders you have listed according to the degreeof influence and importance you think they have.6MODULE 2: Identifying and analysing the stakeholders and establishing networks

The stakeholders which fall into Boxes A, B and C are the keystakeholders of the project - those who can significantlyinfluence the project, or are most important if the objectivesare to be met. For the implications of each box see ExerciseSheet 2.4.Identifyingassumptions and risksabout stakeholdersProcess projects are often particularly affected by stakeholderinteractions and responses to project activities. Advocatesmust therefore identify (and assess the importance of) themost plausible assumptions about each “key” stakeholderwhich are necessary if you are to be successful.By assessing the influence and importance of keystakeholders, some risks emerge from the matrix diagram.These key stakeholders may be able to “block” the project,and if this is probable, there is a risk that they could have anegative impact on the project or effectively stop it from beingimplemented.For the checklist for drawing out assumptions about (andrisks deriving from) stakeholders see Exercise Sheet 2.5.ExampleThe group considered the Stakeholder Clarification Tool andassessed the relative risks associated with each of the stakeholders.StakeholderDegree of Risk- 0 +1. Clients -2. Clients families -3. Local community -4. Staff – Nursing —5. Staff - Others 06. Management of centre ++7. Local politician ++8. Local media ++9. Department Head ++10. Union -11. Professional association —12. Other local health services —13. Other health services in similar position —14. Department Chief Nurse -15. Minister of Health ++16. Local general medical practitioners ++ExerciseUsing the Stakeholder Risk Assessment Tool (Exercise Sheet 2.5)record your assessment of the degree of risk associated with eachof the stakeholders.7MODULE 2: Identifying and analysing the stakeholders and establishing networks

IdentifyingappropriatestakeholderparticipationStakeholder analysis can help determine how the keystakeholders can be included in the project. Note that “key”refers to high importance, high influence, or both.Key stakeholders with high influence and importance to theproject’s success could provide the basis of the project’s“coalition of support”, and are potential partners in planningand implementation. Conversely, key stakeholders with highinfluence, but with low importance to the project’s successmay be “managed” by being consulted or informed. (SeeExercise Sheet 2.6)ExampleThe group then developed participation plans for each of the keystakeholders. Examples of these plans are:Local politicianInform Consult PartnershipPlanning“ Implementation“ Monitoring and Evaluation “ Other local health servicesInform Consult PartnershipPlanning “ “ Implementation“ Monitoring and Evaluation “ ExerciseUsing the Summary Stakeholder Participation Matrix Tool (ExerciseSheet 2.6) record your consideration of how and when the keystakeholders should be involved in the process.Findings from a stakeholder analysis are already recordedin the tables and matrix diagrams, and the risks andassumptions arising from the analysis should be included inthe project plan. In addition, the analysis should havecontributed to a participation matrix that is used to explainthe project’s design. These records of the analysis are thebasis for revision as the project’s development progresses.Congratulations - You have now completed yourstakeholder analysis!8MODULE 2: Identifying and analysing the stakeholders and establishing networks

Session 4Introduction tonetworkingYou have defined your problem or issue, you have accessedthe evidence you need to support your case, and you havecompleted an analysis of the stakeholders who can eitherhelp or hinder your progress. You are ready to proceed, butyou should not proceed alone. To be effective, you shouldjoin friends and colleagues, and even opponents, to achieveyour objective.This session will address:• Self-leadership attributes• Effective relationships• NetworkingThe networksNETWORKIndependent elements/contacts linked to achieve acommon product oroutcome.NETWORKING“…the process ofdeveloping and using yourcontacts for information,advice and moralsupport….” MS Welch(1980)Networking is a valuable tool for gathering information.Information is helpful for those who want to advance alongtheir career path, as well as for those who wish to remainwhere they are. Information is useful to learn about changesin the employment setting that will have an impact on anurse’s practice, job opportunities, upcoming professionalevents, and more. Obtaining information about professionalactivities can be of invaluable assistance to you in advocatingfor change.Your networks partly control and shape your position withinyour profession, workplace or social setting. You cannegotiate your way through any system or structure by havingor establishing a variety of acquaintances and relationshipson multiple levels. But to establish or be an effective memberof a network, you need to understand what is required fordeveloping and maintaining effective relations.If it is your intention to influence a network then you musthave some understanding of your personal leadership skills.The “old boys” networks were not established overnight.They were built on schooldays spent together, competitionin the sporting arena, common social and businessexperiences, and of course at all stages, built on mutualexperiences and mutual benefit. What can be learned fromthese phenomena? You do not have a life time to developeffective relationships. You have perhaps weeks or months!9MODULE 2: Identifying and analysing the stakeholders and establishing networks

You need to assess your level of self-leadership. Effectiveself-leadership involves achieving a balance betweenfocusing on your own identity and values and those of theindividual or group you are working with or trying to influence.You need to assess and establish the appropriaterelationships before you can effectively influence them tomeet your objectives.Self-leadershipSELF-LEADERSHIPThe process of leadingoneself to establish selfdirectionand selfmotivationto perform.Self-leadership is the first level of leadership and applies toany person, whether or not they hold a management orsupervisory position. Self-leadership is the ability of someoneto guide themselves to positive places that they have neverbeen before. It enables a person to fulfil their potential whilebuilding a strong foundation from which to make dailydecisions, both professionally and personally. For furtherinformation see Skill Sheet 2.1.ExerciseUsing the Self-Leadership Skills Audit Tool (Exercise Sheet 2.7), assessyour self-leadership skills and develop a plan for nurturing and developingthese skills.Effectiverelationships: therelationships auditWhat are the skills necessary for developing effectiverelationships? There are many types of relationships butyou are interested in those that will assist you in achievingyour desired outcomes. What you need to do is return tothe stakeholder analysis which you have completed and usethis information to decide what relationships you need touse and those you might have to develop to achieve yourpurpose. (See Exercise Sheet 2.8.)1010MODULE 2: Identifying and analysing the stakeholders and establishing networks

ExampleApplying the Health Centre Case Study, the desired outcome is“Sufficient nursing staff to meet client needs”.. The stakeholder analysishas helped to identify those individuals or groups who are of both ‘highinfluence’ and ‘high importance’:· Nursing staff· Professional association· Other local health services· Health services in a similar position; andThe high risk stakeholders:· Management· Local politician· Local media· Departmental Head· Minister of Health· Local general medical practitioners.This analysis gives you a clear picture of the relationships you need touse and develop.ExerciseTake the results of your stakeholder analysis and using ExerciseSheet 2.8, assess which stakeholders you have relationships withand those with whom you do not. For those stakeholders withwhom you do not have a relationship, develop strategies for fosteringthese relationships.For further information see Skill Sheet 2.2The degree of success you will have in establishing andmaintaining networks will be directly related to the level ofcommunication skills you have. For information regardinglistening and questioning skills see Skills Sheets 5.1 and6.1.Networking: thenetworks auditAn effective network can:• Open doors to new opportunities inside and outside yourwork place.• Provide support when dealing with positive and negativechanges in your personal and professional life.• Create a resource pool or skill bank that may help youto round out weak areas or to enhance youreffectiveness in new skills or work efforts.• Provide referrals for new career opportunities.For further information about networks, see Skill Sheet 2.3and see Exercise Sheet 2.911MODULE 2: Identifying and analysing the stakeholders and establishing networks

ExampleUsing the Health Centre Case Study, and the assessment of the relationships which it would be advisableto establish and maintain, an assessment of the networks involved can be undertaken.Networks Involved Action to be takenNursing staffWorkplaceStaff MeetingsSocial gatherings X Attend next functionCommittee Meetings X Join a relevant committee.Professional association Professional Assoc activities X Participate in relevantmeetings/ activities.Offer to speak at nextrelevant meeting.Write to the association,bringing their attention tothe issues.Other local health services Professional associationsHealth services associations X As above.Check whether.friends/colleagues belong.Offer to speak at a meeting.Health services in similar Professional associations X As above.positionHealth services associationsManagement Workplace Be visible but credible in theStaff meetings workplace.Local politician Political party X No direct action. Are anyfriends/colleaguesmembers?Local media Not known X Do any friends/colleagueshave media contacts?Departmental Head Health services associations X These associations areimportant so seriouslyconsider joining andbecoming very active.Minister of Health Political party X No immediate action.Local general medical Medical college X Do any friends/colleaguespractitionershave contacts at the medicalcollege?ExerciseUsing the Network Audit Tool (Exercise Sheet 2.9), complete an auditof relevant networks and develop an action list (as above).You now have a clear understanding of the self-leadershipattributes you need to work on, the relationships you needto develop and the networks you need to access and influence.12MODULE 2: Identifying and analysing the stakeholders and establishing networks

References• Action Research Resources, Resource Papers in Action Research, Australia,2003 (www.scu.edu.au/schools/gcm/ar/arp/stake.ftml).• AusAID, The Logical Framework Approach, Commonwealth Government ofAustralia, 2000 (www.ausaid.gov.au/ausguide/ausguidelines/1-2-6.cfm).• Best Practices, LLC Patient Advocacy and Professional Organizations: BuildingEffective Relationships, 2002 (www.benchmarkingreports.com/salesandmarketing/sm156_patient_advocacy_groups.asp).• CanadaOne Magazine, Ask-an-Expert: Interpersonal Networking Skills, 2000(www.canadaone.com/ezine/expert/expert39.html).• Jacobs, S., Stakeholder Analysis: methods and concepts, Slide Presentation andNotes for Workshop Series on Participatory Tools. Mimeo, World Bank, Washington,D.C., January 1996.• Manz CC and Neck CP, “Mastering Self-Leadership: Empowering Yourself ForPersonal Excellence”, (2nd Edition), Prentice-Hall, (ISBN: 0-13-011087-6), UpperSaddle River, New Jersey, 1999.• Manz CC, The Art of Self Leadership, Simon and Schuster, 1983 (ISBN0130488356).• Mind Tools (www.mindtools.com/pages/article/newPPM_07.htm).• Overseas Development Administration, Guidance Note on How to Do StakeholderAnalysis of Aid Projects and Programmes, Social Development Department Mimeo,London: ODA. July 1995 (www.enterprise-impact.org.uk/informationresources/toolbox/stakeholderanalysis.shtml).• Resources for home-based and small businesses, Networking Skills and StrategicAlliances (www.4hb.com/0205index.html).• Wisconsin Public Health Association, Tools to build effective relationships with policymakers (www.wpha.org/legtoolkit.pdf).• World Bank, 2002 Social Analysis Sourcebook, Social Development Department,World Bank, Washington, DC, 2002 (www.worldbank.org/ESSD/essdext.nsf/61DocByUnid/5F37FA51B653935E85256BCF0064FFBA?Opendocument).13MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.1SKILLSHEET2.1SELF-LEADERSHIPThere are a few simple things that you can focus on to assistyou to recognize and further develop your self-leadershipskills, and they are:Use your giftsWe all have gifts, talents, and abilities but are you using them?The only way a person can realize their full potential as aleader is to use their gifts and talents (e.g. patience,compassion, oratory skills, etc.) regularly. This requires adisciplined approach. Do you know what your gifts are? Areyou using your gifts every day? Without discipline, the giftsthat you have will not reach their maximum potential. Selfleadersdevelop their gifts with discipline.Reflect and forward your lifeSelf-leaders understand the power of reflection and what itmeans to their growth potential. To reflect means to stepback and learn from what life is revealing to you. This couldcome in the form of information that you already know or,more importantly, it is information and feedback that comesfrom other sources. Rather than be quick to defend yourposition, consider using the gift of feedback to youradvantage.Serve othersSelf-leaders understand the power that is generated fromserving and helping others. This can apply to those we serveon the job as well as family members, friends, neighbours,etc.14MODULE 2: Identifying and analysing the stakeholders and establishing networks

ListenSelf-leaders capitalize on the power of listening. They listento what people say, what they do not say, and what theywould like to say but do not know how to put into words.When is the last time that you were either involved in orobserved a situation in which there was a cost due to alistening breakdown?Be honestHolding back how we “really” feel when communicating withothers does more damage to ourselves, as well as to therelationships we have with others. It takes courage andpractice to be honest with others in a non-aggressive andnon-judgmental manner. Self-leaders have developed theability to give unconditional and constructive feedback. Thisis the foundation for an integrity-based style of living.Take calculated risks and focus on successSelf-leaders are risk takers. The word “failure” is not part oftheir vocabulary. They focus on succeeding rather than onnot failing.15MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.2SKILLSHEET2.2DEVELOPING AND MAINTAININGRELATIONSHIPSIn general terms the following is a good guide for developingand maintaining relationships:Make yourself visible to the relevant stakeholders. Youshould be known and if you are not, get involved with variousgroups and issues. The more you do, the more contactsyou will have.Build personal relationships. Remember that you aredealing with people, not just agencies or organizations. Thesepeople will be stronger allies if they know and like you as aperson. And keep in mind that building a strong relationshiptakes time and energy; it will not happen overnight.Focus first on understanding other people’s needs andpriorities. Do not start off with what you need. Listen carefullyso that you can understand what drives the person ororganization you want to enlist for support. Start with theindividual — what personally motivates him or her. Similarly,what is the organization’s focus?Think of ways your needs mesh with others’ needs. Lookfor win-win opportunities. Think of how being involved withyour issue can be good for both you and your allies.Keep people informed. People tend to get annoyed whenthey feel that they have not been adequately informed. Callpeople, write to people, send out notices — whatever it takes.Avoid surprising people. An added benefit is that when youlet people get involved in something at the beginning, theyare more likely to want to contribute and continue theirinvolvement.Build a “bank account” of trust and goodwill — and donot make too many “withdrawals”. Keep your word, anddo favours for people when asked, if it’s not too burdensome.It’s been said that “what goes around comes around.” If youdo what you say you are going to do when you say you aregoing to do it, people notice. If you help someone out evenin a small way, especially if that person is in a difficult situation,they will be likely to return the favour.16MODULE 2: Identifying and analysing the stakeholders and establishing networks

Thank anyone and everyone. Send thank you letters, makephone calls, and recognize your contributors. When in doubt,give people more credit than they deserve.Be polite and patient, even if you have to be persistent.“You can catch a lot more flies with honey than with vinegar.”Civility counts, and is essential for a good relationship.Know who has the power to solve the problem. Often,when people seem to be unresponsive, it is simply that theyreally can not do anything about the issue you are raising.Unfortunately, people do not always explain that. So be sureto ask if there is anyone else that you (or the person you aretalking to) can deal with in order to solve the problem.17MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.3SKILLSHEET2.3NETWORKS AND NETWORKINGTypes of networksFormal: A professional group designed to promote networkingamong its members.Informal: Personal relationships you have developed overtime and can rely on for support.Internal: Professional relationships and contacts developedin the workplace.External: Professional relationships and contacts developedoutside the workplace.Preparing yourself to networkAssess your skills. What do you have to offer to individuals,groups or organizations? What are your skills, knowledge,and abilities?Believe in yourself. How confident are you in your technicalcompetence? If you were to write a 60 second commercialabout yourself, what would you list as your strongest assets?Have clear goals. What are your goals? Are you able tosay clearly how a network could support you in reachingyour personal or professional goal?Know your style and personality. How comfortable areyou in meeting new people? Are you able to talk about yourstrengths and skills in a confident manner? Whatenvironments make you most comfortable meeting andtalking with new people? Do you prefer to communicatewith people in person, on the telephone or in writing? Doyou tend to meet people and not follow up with them? Whatwould help you to keep in contact with each other?18MODULE 2: Identifying and analysing the stakeholders and establishing networks

How to build a networkList your personal and professional goals. Write downyour goals. Practice saying them aloud so that you arecomfortable talking about them with others.List key contacts. Make a list of (1) people who can helpintroduce you to people who could assist you in meetingyour personal or professional goals, (2) people who are doingthe type of work you want to do, and (3) people who couldpossibly offer you work in your professional area.Identify professional organizations. Find out what groupsor organizations are already formed that are linked to yourprofessional goals. Find out when meetings occur and checkit out for interest. Consider how the goals of the organizationor the membership could support you and help you to grow.Demonstrate your expertise. Show people what you arecapable of doing. Be willing to volunteer for projects thatallow you to demonstrate your knowledge, experience orskill. Demonstrate how you can contribute.Keep business cards current. Keep business cards in aneasily accessible place and check periodically for accuracyof information.Set goals to meet and contact new people. Set monthlygoals for yourself to meet new people who can expand yournetwork.How to maintain your networkKeep in contact often. Let your network know that you arethere. Contract with individuals to contact with them monthly,bi-monthly, etc.Give as well as receive. Find out how you can help themembers of your network. Networking should involve bothgiving as well as receiving.Follow up when activity takes place. Be sure to keep yournetwork informed when events of interest take place. Alsomake sure that you let people know that you are aware ofactions they may have taken on your behalf.Show appreciation. Send thank you notes or show yourappreciation in other ways when your network doessomething to help you reach your goals.19MODULE 2: Identifying and analysing the stakeholders and establishing networks

Networking tipsSet “networking goals.” Who do you want to add to yournetwork? Why? How will you contact these individuals? Planon meeting your contacts regularly for breakfast, lunch, dinneror after-work drinks. When you approach a busy individualand ask them to have lunch with you, have an agenda inmind. Be specific about what you want. If they ask what youneed to talk about, have a clear and concise response inmind.Create a system for keeping track of your networkconnections. Keep notes on information gathered and thepeople who gave it. Make notes about small talk. Forexample, “What were the results of the mentoring programyou developed?” “How did the examinations go for yourson?” This makes people feel remembered and engagedwhen they talk to you.Be generous with your time and information. Networking isa system of IOUs. If people have been helpful to you, behelpful to them and others. Recommend and exchangeresources. Pass along book reviews, articles, reports andprogramme materials. Introduce your contacts to each otherand let others know you are interested in meeting newpeople.Practice mingling and the art of small talk. When attendingsocial functions, do not limit your interaction to one or twopeople. Do not linger in the corner or stay in one spot. Readnewspapers and magazines. Arm yourself with information- facts, opinions, or quotes - that will spark an exchange.Observe networking etiquette. Respect confidentiality. Donot take information you have received and pass it onrecklessly. Before giving the name and number of a contactto another person, always ask permission of the third party.Respect other people’s time. When connecting by phone,always ask “Is this a good time to talk?”Remember the rule of “No’s”. The Rule of No’s states that ifwe ask for what we want, we will get turned down sometimes.Do not take it personally if someone turns down your requestfor an information meeting or cancels an appointment withyou. It is important to be persistent, but not overly so. If youdo not get your phone calls returned after three times, or ifsomeone has cancelled a meeting more than once, takethem off your list.2020MODULE 2: Identifying and analysing the stakeholders and establishing networks

FACILITATOR’S GUIDE –STAKEHOLDER ANALYSISFacilitator’sPreparation time:Exercise time:Resources:Instructions:90 minutes90 minutesModule 2 and Exercise Sheets 2.1 - 2.6Butcher paper, white board or black boardPens/pencils/paper• The exercise is preferably done with no more than 20people.• Read Module 2 and go through each of the exercises.• Familiarize yourself with the Exercise Sheets.• Ensure you have enough copies of the Exercise Sheetsfor each participant in your group and that you have theresources you need, e.g. pre-prepared butcher paper.• Introduce the topic and explain the objectives of theexercise.• Ensure that everyone in the group has a fullunderstanding of the case study being considered forthe stakeholder analysis.• Begin with Exercise Sheet 2.1. Using the brainstormingtechnique, ask participants who they think thestakeholders might be and list all the stakeholders onthe butchers paper, white board, or black board. Do notforget to use the checklist provided.• Next go to Exercise Sheet 2.2 and list the interest eachof the stakeholders might have in the project. Use thequestions on the Exercise Sheet to help the groupparticipants.• Then go to Exercise Sheet 2.3 and rate each of thestakeholders level of interest and influence on a scale of0 (unknown) to 5 (very influential/critical player).21MODULE 2: Identifying and analysing the stakeholders and establishing networks

• Then go to Exercise Sheet 2.4 and, using the results ofExercise 2.3, place the stakeholder in the appropriatequadrant.• You have now prioritized the stakeholders and you candiscard all the stakeholders who are in quadrant D.• Omit Exercise Sheet 2.5 and go to Exercise Sheet 2.6.• For each of the remaining stakeholders, develop aprogramme of how to include them in each of theadvocacy steps. Indicate whether they should beinformed, consulted or partnered and the strategies forachieving the outcome.This completes Module 2, Session 322MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.1EXERCISESHEET2.1STAKEHOLDER LISTING TOOLWhat is it?The Stakeholder Listing Tool guides the documentation ofstakeholders who may have an interest in the project/policy.Who uses it?An individual or group – preferably done with a small group.Why use it?To make a list of those people who either directly or indirectly have aninterest in or may be affected by the project/policy.How to use it:• Explain the objective of the exercise to the group.• Clarify the problem/issue/policy/plan/project you will bediscussing.• Brainstorm (See Exercise Sheet 1.2) the stakeholdersyou think have an interest in the project/policy.• Use the checklist below to ensure that you have acomprehensive list.Checklist for identifying stakeholders:• Have all people of organizations who have an interest inthe problem or issue been listed?• Have all potential supporters and opponents of the projectbeen identified?• Has gender analysis been used to identify different typesof female/male stakeholders? (see Module 5.)• Have the interests of vulnerable groups been identified?• Are there any new stakeholders that are likely to emergeas a result of the project?23MODULE 2: Identifying and analysing the stakeholders and establishing networks

Stakeholder list• Now proceed to Exercise 2.2.Stakeholder Analysis Documentation SheetNumber Stakeholders Stakeholder Stakeholder Stakeholder Degreeinterest influence importance of risk123456789101112131415162424MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.2EXERCISESHEET2.2STAKEHOLDER INTEREST TOOLWhat is it?The Stakeholder Interest Tool guides the documentation of interesteach of the listed stakeholders might have in the project/policy.Who uses it?An individual or group – preferably done with a small group.Why use it?To assess the impact that stakeholders may have on the project/policy and the impact it might have on the stakeholders.How to use it• Explain the objective of the exercise to the group.• Brainstorm (See Exercise Sheet 1.2) the interests whichyou think relate to the problem/issue.• Clarify the responses using the checklist below.Checklist for drawing out interests• What are the stakeholder’s expectations of the problem/issue?• What benefits are there likely to be for the stakeholders?• What resources will the stakeholder wish to commit (oravoid committing) to the project?• What other interests does the stakeholder have whichmay conflict with the project?StakeholdersInterest• Now proceed to Exercise 2.3.25MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.3EXERCISESHEET2.3STAKEHOLDER INFLUENCE ANDIMPORTANCE TOOLWhat is it?The Stakeholder Influence and Importance Tool guides you inassessing how powerful a stakeholder is in relation to your project/policy.Who uses it?An individual or group – preferably done with a small group.Why use it?To determine the extent to which a stakeholder may impact on theprocess and/or outcomes of the project/policy.How to use it:• Explain the objective of the exercise to the group.• Brainstorm the influence/importance which you think thestakeholders might have on the project/policy accordingto the following rating scale:1Influence1=Little/No influence2=Some influence3=Moderate influence4=Significant influence5=Very influentialImportance1=Little/No importance2=Some importance3=Moderate importance4=Very important5=Critical playerNo. Stakeholders Interest Influence Importance1234• Now proceed to Exercise 2.4.1Influence is the power which stakeholders have over a project - to control what decisions are made, facilitate itsimplementation, or exert influence which affects the project negatively. Influence is perhaps best understood as the extent towhich people, groups or organizations (i.e. stakeholders) are able to persuade or coerce others into making decisions, andfollow certain courses of action.Importance indicates the priority given by you to satisfying stakeholders’ needs and interests through the project. Importanceis likely to be most obvious when stakeholder interests in a project converge closely with your objectives.26MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.4EXERCISESHEET2.4STAKEHOLDER CLARIFICATIONTOOLWhat is it?The Stakeholder Clarification Tool guides the documentation of allthe risks associated with a problem/issue/policy/plan/project andassists in determining the degree of probability of a risk occurringand the extent of the impact.Who uses it?An individual or group – preferably done with a small group.Why use it?To determine the best course of action to take given the prioritiesdiagnosed.How to use it:• Explain the objective of the exercise to the group.• Using the rating scores applied in Exercise Sheet 2.3 for‘influence’ and ‘importance’ place the number of thestakeholder in the appropriate quadrant e.g. if stakeholdernumber 1 rated 5 importance and 2 influence they wouldbe placed as shown below. If stakeholder number 2 rated2 importance and 4 influence they would be placed asshown. Continue until all the stakeholders have beenplaced in a quadrant.27MODULE 2: Identifying and analysing the stakeholders and establishing networks

A15ImportanceB41 2 3 45Influence22D1C• Now proceed to Exercise 16.Quadrant A Stakeholders of high importance to the project, butwith low influence. This implies that they will require specialinitiatives if their interests are to be protected. Develop astrategy for working with these stakeholders.Quadrant B Stakeholders appearing to have a high degree ofinfluence on the project, and who are also of high importancefor its success. This implies you will need to construct goodworking relationships with these stakeholders, to ensure aneffective coalition of support for the project. Develop a strategyfor working with these stakeholders.Quadrant C Stakeholders with high influence, who cantherefore affect the project outcomes, but whose interests arenot the target of the project. This conclusion implies that thesestakeholders may be a source of significant risk, and they willneed careful monitoring and management. Develop a strategyfor working with these stakeholders.Quadrant D Stakeholders in this box, with low influence on, orimportance to project objectives may require limited monitoringor evaluation, but are of low priority. They are unlikely to be thesubject of project activities or management. Remove thesefrom your stakeholder list28MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.5EXERCISESHEET2.5STAKEHOLDER RISK ASSESSMENTTOOLWhat is it?The Stakeholder Risk Assessment Tool guides in recording therelative risk associated with each of the stakeholders.Who uses it?An individual or group – preferably done with a small group.Why use it?To determine the risk levels of the key stakeholders.How to use it:• Explain the objective of the exercise to the group.• Brainstorm (See Exercise Sheet 1.2) the risks which youthink relate to each of the stakeholders.• Clarify the responses using the checklist below.Checklist for drawing out assumptions about (andrisks deriving from) stakeholders• What is the role or response of the key stakeholder thatmust be assumed if the project is to be successful?• Are there negative responses which can be expected,given the interests of the stakeholder?• If such responses occur what impact would they have onthe project?• How likely are these negative responses to occur, andare they major risks?• In summary, which views about stakeholders support orthreaten the project?29MODULE 2: Identifying and analysing the stakeholders and establishing networks

Stakeholder Degree of Risk Example Example- 0 + Stakeholder Degree of Risk- 0 +1. Clients -2. Clients families -3. Local community -4. Staff – Nursing —5. Staff - Others 06. Management of centre ++7. Local politician ++• The results of this exercise help you workout whatstrategies you need to put in place to reduce the risks ofinvolving or not involving your stakeholders.• High risk stakeholders need special attention andtargeted strategies.• Now proceed to Exercise 2.6.3030MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.6EXERCISESHEET2.6SUMMARY STAKEHOLDERPARTICIPATION MATRIX TOOLWhat is it?The Summary Stakeholder Participation Matrix Tool guides you thedocumentation the level and nature of involvement you want each ofthe key stakeholders to have in the project/policy.Who uses it?An individual or group – preferably done with a small group.Why use it?To determine the involvement you want each stakeholder to have sothat you can prepare yourself and them for that desired level ofinvolvement.How to use it:• Explain the objective of the exercise to the group.• Brainstorm (See Exercise Sheet 1.2) the proposed leveland nature of involvement of the each key stakeholderfrom the analysis you have completed for the changeyou want to achieve.• Place a in the box which indicates the highest level ofcommunication, e. g. if partnership is required then it goeswithout saying that you will need to inform and consult.So you do not need to these boxes.Key stakeholderInform Consult PartnershipPlanningImplementationMonitoring and evaluation31MODULE 2: Identifying and analysing the stakeholders and establishing networks

Key stakeholderInform Consult PartnershipPlanningImplementationMonitoring and evaluationExampleKey stakeholderPlanningImplementationMonitoring and evaluationInform Consult PartnershipInform:Consult:Partnership:One-way information on the plan and progress.Seeking the views on the planning,implementation and evaluation.This requires joint, active involvement inplanning, implementation and/or evaluation.32MODULE 2: Identifying and analysing the stakeholders and establishing networks

FACILITATOR’S GUIDE –NETWORKINGFacilitator’spreparation time:Group exercise time:Resources:Instructions:3345 minutes60 minutesExercise Sheets 2.7 - 2.9Skill Sheets 2.1 - 2.3Butcher paper, white board or black boardPens/pencils/paper• The exercise is best done with no more than 20 people.• Read Module 2, Session 4 and go through each of theexercises.• Familiarize yourself with the Exercise Sheets and SkillSheets.• Make sure you have enough copies of the ExerciseSheets for each participant in your group.• Make sure that you have the resources you need, e.g.pre-prepared butcher paper.• Introduce the topic and explain the objectives of theexercise.• Make certain that everyone in the group has a fullunderstanding of the case study being considered forstakeholder analysis.• Begin with Exercise Sheet 2.7 and complete the selfleadershipskills audit. This will assist the participants tounderstand their strengths and weaknesses and whataction they might need to take.• Then go to Exercise Sheet 2.8 to develop strategies forfostering relationships by applying the list of stakeholdersdeveloped in the previous session.• Then go to Exercise Sheet 2.9. This exercise will assistthe group to plan the action needed to strengthennetworks.This completes Module 2, Session 4MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.7EXERCISESHEET2.7SELF-LEADERSHIP SKILLS AUDITTOOLWhat is it?The Self-leadership Skills Audit Tool guides you in assessing yourself-leadership strengths and weaknesses.Why use it?To determine what skills you have and which skills you need todevelop.When to use it?At anytime, but particularly before, during and after advocating.How to use it:• Complete a self assessment by ticking the relevantcolumn – be very honest.• Ask a close friend or colleague to use the tool to assessyou.• Cross check and validate the results.Leadership attributes Always Frequently Sometimes NeverActs with integrity and in accordance withvalues, principles and commitments made,even when challenged.Respectfully listens to othersIs responsible for own words and actionsCommits to working with othersCollaborates with diverse groups andindividualsManages and resolves conflictProvides constructive feedback to3434MODULE 2: Identifying and analysing the stakeholders and establishing networks

individuals and/or groupsLeadership attributes Always Frequently Sometimes NeverRecognizes and acknowledges thecontributions of othersSynthesizes information to bring distinctclarity to a group discussionProposes creative solutions to problemsCommunicates clearly and simplyEngages in ongoing self-assessment byidentifying personal strengths andweaknessesAcknowledges and integrates formaleducation with experiential learningIntegrates continual improvement intoall processesDistinguishes risk taking from riskybehaviourTeaches, coaches and mentors others• List your 3 greatest strengths and your 3 greatestweaknesses below.Strengths: 1 Weaknesses: 12 23 3It is important that you maintain your strengths while you arereducing your weaknesses.Action to be taken _____________________________________________________________________________________________________________________________35MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.8EXERCISESHEET2.8RELATIONSHIP AUDIT ANDPLANNING TOOLWhat is it?The Relationship Audit and Planning Tool guides you in targetingthose individuals or groups with whom you need to have arelationship.Why use it?To develop a clearly defined set of strategies for developing andmaintaining the appropriate relationships.When to use it?Upon completion of a stakeholder analysis and as part of your overallplan of action.How to use it:• Complete a stakeholder analysis (Exercise Sheets 2.1 –2.6).• List below those stakeholders considered to be of highimportance and high influence as well as those who arehigh risk.• Develop strategies for developing relationships with thesestakeholders.StakeholdersStrategies for developing relationships36MODULE 2: Identifying and analysing the stakeholders and establishing networks

2.9EXERCISESHEET2.9NETWORK AUDIT TOOLWhat is it?The Network Audit Tool assists you assess the extent of stakeholdernetworks.Why use it?To determine the extent of stakeholder networks and your involvementin those networks.When to use it?When you need to know what networks you need to access in orderto influence the appropriate individuals and groups.How to use it:• Complete a stakeholder analysis (Exercise Sheets 2.1 –2.5).• Take results of the stakeholder analysis and list belowthose stakeholders you have highlighted as being of highimportance and high influence and those who are highrisk.• Document the networks they are likely to belong to.• In the INVOLVED column indicate whether you areinvolved in the network or not.• Document the action you need to take to strengthen yournetworking with each of your stakeholders.Stakeholders Networks Involved Action to be taken37MODULE 2: Identifying and analysing the stakeholders and establishing networks

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