Strategic Solutions Group …maximizing profitability through Organizational Development Networking In Real Life Presented on 1/29/2010 at

Strategic Solutions Group © 2010 Strategic Solutions Group Strategic Solutions Group Anne Pritchard Grady Vice President Strategic Solutions Group 2

© 2010 Strategic Solutions Group Networking Tips Re-evaluate your networking mindset Be interested, not interesting Write down notes on business cards and follow-up quickly Introduce your value, not what you do Ask for guidance, rather than leads Be generous Connect and build relationships

Strategic Solutions Group © 2010 Strategic Solutions Group What is Communication Style-Flexing? Identifying and understanding behavior styles and the tendencies associated with them Modifying your communication approach to help your audience be as receptive as possible Consistently improving communication and our understanding of others

Strategic Solutions Group © 2010 Strategic Solutions Group Communicating for Success Strategic Solutions Group Driver Expressive Amiable Analytical 5

Strategic Solutions Group © 2010 Strategic Solutions Group What’s Your Style? Directions Interests Career goals Experience Curiosity

Strategic Solutions Group © 2010 Strategic Solutions Group Driver Tendencies WANTSAction and Results NEEDSTo Direct & Dominate STRENGTHSDecisive, Task Mode GOALBetter Results AVOIDSWasted Time & Energy FEARSLosing Control OVERUSESImpatience EMOTIONAnger / Short Fuse

Strategic Solutions Group © 2010 Strategic Solutions Group Expressive Tendencies WANTSFeedback, To Be Liked NEEDSTo Interact and Verbalize STRENGTHSInteraction Skills, Persuasive GOALSocial Recognition AVOIDSBoredom FEARSSocial Rejection OVERUSESDisorganization EMOTIONPositive, Optimism

Strategic Solutions Group © 2010 Strategic Solutions Group Amiable Tendencies WANTSHarmony and Peace NEEDSTo Serve Others STRENGTHSTeam Player, Loyal, Patient GOALHarmony, Closure AVOIDSConfrontation, Conflict, Change FEARSLoss of Predictability OVERUSESPossessiveness EMOTIONMasked Emotions

Strategic Solutions Group © 2010 Strategic Solutions Group Analytical Tendencies WANTSExcellence and Quality NEEDSTo Comply with Standards STRENGTHSAccuracy and Precision GOALCorrect and Proper Way AVOIDSUncertainty FEARSCriticism of their Work OVERUSESSkepticism, Criticism EMOTIONWorry, Fear

Strategic Solutions Group © 2010 Strategic Solutions Group Style Summary Strategic Solutions Group FACTS & RESULTS PEOPLE & EMOTIONS FAST / IMPATIENT SLOW / PATIENT AmiableExpressive DriverAnalytical ^ ^ ^ ^

Strategic Solutions Group © 2010 Strategic Solutions Group 12 How To Communicate with a Driver Be clear, specific, brief and to the point Come prepared with organized requirements, objectives, and support materials Present your facts logically and concisely Ask specific (preferably “what”) questions Provide alternatives for making their own decisions Provide facts and figures about the probability of success and effectiveness of options If you disagree, take issue with the facts, not the person Provide a win/win opportunity After talking business depart graciously

Strategic Solutions Group © 2010 Strategic Solutions Group 13 How To Communicate with an Expressive Plan interaction that supports their dreams and intuitions Allow time for relating and socializing Don’t deal with extensive details – put them in writing Ask for their opinions Provide ideas for implementing action Provide testimonials from people they see as important Continue supporting the relationship; be casual Provide reassurance Offer feedback and appreciation

Strategic Solutions Group © 2010 Strategic Solutions Group 14 How To Communicate with an Amiable Use brief personal comments; break the ice Show sincere interest in them as people; find areas of common ground Patiently draw out personal goals; listen and be responsive Present your case smoothly and in a non-threatening manner Ask specific “How?” questions to elicit their options or opinions If you disagree, look for hurt feelings Move in an informal but orderly fashion Provide personal assurances and guarantees If decision is required, give them time to think

Strategic Solutions Group © 2010 Strategic Solutions Group 15 How To Communicate with an Analytical Prepare your “case” in advance; take time to be accurate Approach them in a straightforward but direct way; stick to business Support their logical, methodical approach; build your credibility by listing pros and cons to any suggestion you may make Make an organized contribution to their efforts; present specifics and do what you say you will do Draw an “Action Plan” with scheduled dates and milestones; be conservative If you disagree prove it with facts, data, or testimonials Provide them with the information and the time to make a decision Allow them their space

Strategic Solutions Group © 2010 Strategic Solutions Group Question & Answer Strategic Solutions Group Anne Pritchard Grady Vice President Strategic Solutions Group 16