You're great at your job, so why aren't you influencing more?

Yesterday I ran a workshop for a group of finance professionals on how they can shift from being known as technical experts to becoming trusted advisors.

As you might think, this is not a quick or simple process, but it is something that we can all do – if we want to.

One of the attendees said, “I realised I inform really well… but I rarely influence.”

I hear this often, from my clients and friends.

The people in this room were all incredibly smart, and technically very good at their jobs. However, their technical expertise is only getting them so far.

They told me they want:

• Invitations to bigger meetings

• To be taken more seriously

• To change people’s perception of them

• To have a voice at the table.

We spoke about how influence comes from how you use your expertise: How clearly you communicate, how confidently you back your judgement, and how effectively you engage in the conversations where decisions are made.

If you want to move from being an informant to an influencer, here’s what you need to consider:

Informing is about accuracy.

Influencing is about impact.

When you inform, you share data. You explain what’s happened. You present the facts clearly and logically.

And that matters.

But here’s the problem…

Information alone doesn’t drive decisions.

People don’t act just because something is accurate. They act when something is clear, relevant, and meaningful to them.

The gap most people don’t see

Consider these two statements:

Informing:
“Revenue is down 12% this quarter due to increased costs.”

Influencing:
“Revenue is down 12%, and if we don’t adjust pricing or reduce costs in the next quarter, we’re likely to miss our annual targets. I recommend we review pricing in these three areas first.”

Same data. Very different outcome.

One reports. The other leads.

Why this matters more than ever

We’re surrounded by more information than we’ve ever had.

Data.
Reports.
AI-generated insights.
Endless emails.
Social media.

But what’s often missing is context, judgement, and clear recommendations.

Which is exactly where trusted advisors step in.

We don’t just tell you what’s happening. We help you decide what to do next.

What influencing actually looks like

If you want to move from informing to influencing, it’s not about being louder or more confident.

It’s about being more intentional.

Start here:

1. Be clear on what decision needs to be made
Don’t just share information — anchor it to a recommendation.

2. Make it relevant to your audience
Why does this matter to them, right now?

3. Add your point of view
This is where many people hold back. Remember your value is more than reporting the data – a lot of people can do that. Your value is in your opinions, expertise, experience, and judgement.

4. Be concise
To quote Brené, clear is kind. And clarity beats complexity every single time.

If this is something you’re working on — moving from expert to advisor — I’d love to hear what you’re noticing in your own work.

Where are you informing… when you could be influencing? 

Mel xx

P.S. Let's chat if you want me to run this workshop for your team or organisation.