Built to Lead: Influence Without Authority
Built to Lead: Influence Without Authority
Dena Cordova-Jack, Cordova-Jack Consulting
We just wrapped up our second session in the Built to Lead series, and once again, we saw record-breaking registration, powerful stories, and real-world takeaways. Whether you were in the room with us or missed the live discussion, this recap offers a glimpse into the heart of our session.
Our topic? Influence Without Authority.
It’s something most of us—especially women—have had to master. And like every session in this series, I kicked things off with a story from my own experience. Because when it comes to leadership, there’s power in story.
A Moment I’ll Never Forget
I was still new in my role as Director of Sales at Foxworth-Galbraith, a company with more than 100 years of tradition. In all that time, they had never had a female general manager, much less a woman in a director-level leadership seat. So yes, I was proud. But I also knew I was stepping into a cultural headwind.
The company had asked me to do something bold: shift the business from operationally driven to sales driven. Change its DNA.
The challenge? The general managers—experienced, successful, and used to doing things their way—didn’t technically report to me (but their sales teams did). They had a dotted line to me, and a solid line to the VP of Operations. I reported directly to the COO/VP of Sales. Structurally, it was a masterclass in leading by influence, not authority.
So when I walked into a room full of those GMs to present a new sales strategy, one of them smirked and said, “So… who’s actually in charge here?”
I smiled and said, “Technically, you are. I’m just here to help you make more money.”
They laughed. I didn’t flinch. And that was the beginning of nearly a decade of building trust, buy-in, and results—without a single manager ever being “required” to follow me. We blew past our sales goals year after year, even in hard times. Because people don’t follow titles. They follow trust.
That story set the stage for everything we explored in this session.
What We Tackled in Our Last Session
- Tactics for influence when you don’t have the title—and how to wield it wisely when you do.
- Owning your seat at the table, even if it’s temporary, borrowed, or a little wobbly.
- How to lead across departments and generations without losing your voice.
- The secret to turning “you don’t have the authority” into “you’ve earned my respect.”
Because leadership isn’t just about the corner office or the C-suite. It’s about presence, purpose, and persuasion.
Why This Matters
In an industry that’s still 87% male, there are women in every yard and every back office solving problems, moving the business forward, and leading behind the scenes. This session was about helping them lead louder—not by shouting, but by sharpening their strategy.
We got honest about company politics, ally-building, and those invisible influence dynamics nobody puts in the employee handbook. And we reminded each other that authority can be given—but influence must be earned.
One relationship. One conversation. One small win at a time.
Whether You're Leading from Any Seat
Whether you're in management, sales, logistics, or just getting started in the yard, the Built to Lead series was created for you. Because you don’t need permission to lead. You just need a game plan.
What’s Next
Mark your calendar: our next Built to Lead session is happening February 12.
Topic: Crucial Conversations — Managing Conflict and Difficult Situations.
Because influence gets real when the situation and conversations get hard. Let’s navigate them together… with guts and grace.
Women in the Industry Lunch & Learn Upcoming Sessions
- Thursday, February 12, 2026 (11:30 AM – 12:30 PM CST)
Register here - Tuesday, April 21, 2026 (11:30 AM – 12:30 PM CDT)
Register here
