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w w w . C A N A D I A N L a w y e r m a g . c o m A U G U S T 2 0 1 8 23 translator between distinct communities to bring about change and influence. Buoyancy Buoyancy is described as "a quality that combines grittiness of spirit and sunniness of outlook." To remain afloat when dealing with the "oceans of rejection" inherent in persuasion, one needs a belief in what one is selling and a certain amount of pragmatism about what's even possible. This belief in convictions enables the influencers to remain buoyant and positive even when faced with the inevitable obstacles, rejections and negativity in their careers. Twinned with pragmatism, these influencers are working within the boundaries of what's possible — or what they've found to be possible in influencing change. For most of us involved in persuading people to think or do something different, we know that effecting change is a slow process. It is often about changing minds and changing behaviours one person at a time, one interaction at a time. Buoyancy is, therefore, about knowing you win some and you lose some — and learning about what works and what doesn't in the communities and environments in which you practise. None of these nominees would have been selected if they had given up on the cause. Each has found a way to hold on to a healthy dose of optimism to remain buoyant about affecting change. Clarity This trait can be described as "the capacity to make sense of murky situations." Daniel Pink maintains that, to move others effectively, you must work at uncovering "challenges they may not know they have." Those working or advocating on behalf of the homeless, the disadvantaged and those without a voice are often described as finding new ways to explain to others about the problems the groups face. By building awareness and showing how others can help, these influencers have created clarity where others might see impossible situations. In the innovation sphere, it often sounds like we are the harbingers of doom in our messages to our firms. Pointing out problems that firms didn't know they had is not enough to bring about the change that's needed. To be truly effective in influencing firms, innovators must turn those challenges into nugget-sized and achievable actions. Everyone prefers Superman to the Sandwich-board guy with his "The End is Nigh" message. If we want to convince and persuade, we must work at crafting both a clear message of what the problem is and how it will and can be solved by those we need to get on board. So, congrats to this year's Top 25 Most Influential and to all those nominated for having mastered your ABCs in the art of non-sales selling. Kate Simpson is national director of knowledge management at Bennett Jones LLP and is responsible for developing the firm's KM strategy and initiatives. Opinions expressed are her own. 82 Scollard Street, Toronto, Canada, M5R 1G2 Contact Stacey Ball at (416) 921-7997 ext. 225 or srball@82scollard.com web: www.staceyball.com Ball Professional Corporation Excellence in Employment & Labour Law • Counsel in Leading Cases • • Author of Leading Treatise • Wrongful Dismissal Employment Law Human Rights Post Employment Competition Civil Litigation Appellate Advocacy Disability Referrals on behalf of employees and employers respected all_CL_Mar_12.indd 1 12-03-13 2:27 PM Order # 804218-65203 $537 2 volume looseleaf supplemented book Anticipated upkeep cost – $480 per supplement 4-6 supplements per year Supplements invoiced separately 0-88804-218-3 Shipping and handling are extra. Price(s) subject to change without notice and subject to applicable taxes. Jurisdiction: Canada (National) Canadian Employment Law Stacey Reginald Ball More than 7,000 cases cited Canadian Employment Law is a one-stop reference that provides a thorough survey of the law and analysis of developing trends, suggesting potential avenues of attack as well as identifying potential weaknesses in the law. Canadian Employment Law has been cited by the Supreme Court of Canada, in superior courts in every province in Canada, and is used in law schools throughout Canada. Available risk-free for 30 days Order online: www.carswell.com Call Toll-Free: 1-800-387-5164 In Toronto: 416-609-3800 Also available online on WestlawNext® Canada EmploymentSource™ © 2018 Thomson Reuters Canada Limited 00234UC-84746-CE Also available through your web browser or download to your desktop or tablet. Learn more about ProView eBooks at store.thomsonreuters.com/ ProView * Thomson Reuters ProView options not applicable to bookstores, academic institutions, and students.

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