Do your homework to ensure you understand their perspective. The target of your influence is most likely in a different function, division or location in the matrix than you. That means you cannot assume that you know the impact of what you are influencing on them, their operations and processes or team. The chances of creating unintended consequences are high. Look beyond your own area to understand the impact and reaction of those on the receiving end. It will prepare you for questions they will ask, concerns or objections they will have and will tell them that you are thinking beyond your needs and self interests.