IIBA Leveraging Your Communication Style

Leveraging Your Communication Style
A Professional Development Strategy
IIBA Birmingham Chapter
Presenter: Keith Rickles
4 June 2015

Agenda
• History & Relevance
• Defining professional development
• How to begin
• Critical skills
• Being well rounded
• A skill we all need
• How to manage PD on your own
• Resources

“Your current situation is your starting point.”
~Overheard on a flight

0%
10%
20%
30%
40%
50%
60%
70%
US Census: % Urbanized Population(1)

0%
10%
20%
30%
40%
50%
60%
70%
The Industrial
Revolution ended
between 1820 - 1840

0%
10%
20%
30%
40%
50%
60%
70%
1857
The Oxford English Dictionary
recognized the term
“professional development”

Agenda
• History & Relevance
• Why professional development
• How to begin
• Critical skills
• Being well rounded
• A skill we all need
• How to manage PD on your own
• Resources

“It wasn’t raining when Noah built the ark.”
~Howard Ruff

Professional Development
A personal continuous improvement plan
lasting the duration of your career.

A personal continuous improvement plan lasting the
duration of your career.
for yourself

a process you design to help you constantly pursue
making yourself the best fit for your plan

something you intend to do
(e.g., stay relevant and employed)

“What you get by achieving your goals is
not as important as what you become by
achieving your goals.”
~Thoreau

A Simple PD Process
Goal What do you want?
Assessment What skills are needed to reach the goal?
Gap analysis What skills do you lack?
Reality check Do you have the time, energy, resources…?
Plan How you will make it to your goal?

Common Professional Skills
• Problem Solving
• Communication
• Analytical
• Strategic (big picture)
• Tactical (details)
• Time Management
• Organization
• Financial Acumen
• General Business
• Industry
• Management
• Leadership
• Planning
• Decision Making
• Negotiating
• Work-Life Balance
• Technology Master
• Selling
• Math
• Budgeting

Commonly Desired Behaviors
• Good Attitude
• Team Player
• Manage Stress
• Appropriate Emotions
• Initiative
• Flexibility
• Drive
• Creativity
• Content
• Decision Making
• Negotiating
• Confidence
• Humility
• Self-awareness
• Integrity
• Innovative
• Focus

Our Focus
• Problem Solving
• Communication
• Analytical
• Strategic (big picture)
• Tactical (details)
• Time Management
• Organization
• Financial Acumen
• General Business
• Industry
• Management
• Leadership
• Planning
• Decision Making
• Negotiating
• Technology Master
• Selling
• Math
• Budgeting

Our Tool: eDISC
• A behavioral assessment
• Not a personality test
• Focus on interpersonal communication
• Situational

personality
the set of emotional qualities, behaviors, interests, and
skills that distinguishes one person from another person
how an individual acts in a situation

Task Oriented
People Oriented
SlowerPace
FasterPace

Task Oriented
People Oriented
SlowerPace
FasterPace
Complementary
Complementary

Task Oriented
People Oriented
SlowerPace
FasterPace
Complementary
Complementary
NaturalBlend
NaturalBlend

Conscientiousness Dominance
Steadiness Influence
Trust & Integrity Respect & Results
Friendliness & Appreciation Admiration & Recognition
Task Oriented
People Oriented
SlowerPace
FasterPace
Complementary
Complementary
NaturalBlend
NaturalBlend

Task Oriented
People Oriented
SlowerPace
FasterPace
Appears reserved & timid
Inquisitive
Precise & enjoys details
Likes routine
Labors before making a decision
Doesn’t feel need to speak
Appears hurried
States opinions as facts
Interrupts & is direct
Easily irritated
Makes decisions quickly
How does this help me?
Not easily excited
Good listener
Thoughtful
Likes own space
Uncomfortable with sudden change
Needs time to think
Open & friendly
Talkative & animated
Poor listener & seems aloof
Spontaneous decision
Like physical contract
Doesn’t deal in details
Complementary
Complementary
NaturalBlend
NaturalBlend

Precise
Follows rules
Logical
Relaxed
Relaxed
Relaxed
Relaxed
Stressed
Stressed
Stressed
Stressed
Withdrawn
Stuck in details
Paralyzed by risk
Conscientiousness
Decisive
Confident
Independent
Overbearing
Self-centered
Exceeds authority
Dominance
Calm
Trustworthy
Good listener
Stubborn
Resists new ideas
Avoids expressing opinions
Steadiness
Sociable
Enthusiastic
Persuasive
Careless
Rushes into/out of
Dramatic
Influence
Task Oriented
People Oriented
SlowerPace
FasterPace
Complementary
Complementary
NaturalBlend
NaturalBlend

Task Oriented
People Oriented
SlowerPace
FasterPace
Complementary
Complementary
NaturalBlend
NaturalBlend

Making It Personal:
At the end the regular 9AM staff meeting,
your boss asks you to stop by his office
in about 10 minutes...

Task Oriented
People Oriented
SlowerPace
FasterPace
Leaves quietly and immediately
begins investigating every project
worked on in the last 6-months.
It must be a promotion or raise.
Probably both.
Something is screwed up and I have
to handle it. I’ll go ahead and let my
wife know I’m going to miss dinner
again.
What does he want? I already Tweet
and handle FB. What time do the The
Lumineers come on at Iron City?
Oooh! I bet he wants me to be
interviewed for an article. What time
is it? I’m hungry.
Complementary
Complementary
NaturalBlend
NaturalBlend

Multi-step Exercise:
Putting this into Practice
(Grab some Post-it® Notes)

Adapting your communication style.

Task Oriented
People Oriented
SlowerPace
FasterPace
• Allow small talk.
• Acknowledge moods.
• Add expressive words.
• Watch out for appearing cold.
• Provide details only when asked.
• Don’t be condescending.
• Focus on feelings.
• Be aware of emotions.
• Talk less. Listen more.
• Slow down. Don’t show irritation.
• Don’t be a jerk.
• Speak up.
• Control your emotions.
• Speed up a bit.
• Tie details to big picture.
• Say so when you need a few
minutes to think.
• Smile.
• Stop talking. Listen.
• Take notes or make pictures in
your head to focus.
• Keep emotions in check. Listen.
• Stay on task.
• Slow down and include details.
• Remember to listen.
Complementary
Complementary
NaturalBlend
NaturalBlend

How to communicate with each
behavioral style.

Task Oriented
People Oriented
SlowerPace
FasterPace
Be logical.
• Use data, facts, and examples.
• Focus on quality of materials and
the relevance of the subject.
• No personal issues or questions.
• Avoid new solutions.
• Multi-faceted approach.
Results oriented approach.
• Be direct and brief.
• Stick to business.
• Ensure he wins.
• Summarize. Be ready with details
if asked.
• Leave emotions at the door.
• Act quickly.
Build trust.
• Be consistent with every
communication.
• Draw out opinions.
• Relax. Move at his/her pace.
• Provide the level of information
requested.
• Follow up.
Focus on feelings.
• Start with socializing.
• Ask about feelings toward subject.
• Lean in. Smile. Laugh.
• Make sure you give recognition.
• Maintain a friendly rapport.
Complementary
Complementary
NaturalBlend
NaturalBlend

Go through this exercise each time
there is a new person.

“Pursue imperfect progress.”
~Jadah Sellner
Founder of Simple Green Smoothies
From a presentation at the 2014 WDS

“If the plan doesn’t work, change the plan.
Never change the goal.”
~Anon

Business Analysts
• Find your niche within your field
– Focus on further developing your core strengths
– Fill team with people who cover your weaknesses
– Find how can you be a specialized
• This is a process
• Plan accordingly

“Don’t be upset by the results you didn’t get
with the work you didn’t do.”
~Anon

Summary
• Avoid being well rounded. Remember the baseball.
• Be known for a specific set of skills in which you excel.
It helps you focus, grow, and differentiate yourself.
And stay marketable.
• Always improve communication. This is a foundational
skill for all aspects of life.
• Do develop or improve other skills you need for
achieving your goals. See resources at end.

Resources: Books
Speaking No book will do. Find a class or form a practice group.
Presenting Resonate by Duarte (I highly recommend the iPAD version)
Management
Anything by Drucker
Successful Manager’s Handbook by Gebelein et al
General Business
The Goal by Eliyahu Goldratt
Flawless Consulting by Peter Block
Business Modeling
Business & Competitive Analysis by Fliesher & Bensoussan
Business Model Generation by Alexander Osterwalder
Writing
On Writing by Stephen King
Writing That Works by Roman & Raphaelson
Creativity A Whack on the Side of the Head by von Oech
Finance HBR Guide to Finance Basics for Managers

Resources: Periodicals
• Harvard Business Review
• MIT Business Review
• Wall Street Journal

Resources: Blogs / Sites
• WaitButWhy
– Intelligent, witty, in depth, and a lot of bad
language
• ChangeThis
– Manifestos
• Raptitiude
– Quirky, intelligent
• mrmoneymustache
– Off the deep end of saving money.

Sources
Slides 5 – 7
• Census information: http://srufaculty.sru.edu/james.hughes/100/100-6/d-6-10.htm
• End of Industrial Revolution estimated between 1820 – 1840 from Wikipedia
• Origination of the term Professional Development recognized by the Oxford English Dictionary in 1857
Slide 23
• Baseball image: https://thenypost.files.wordpress.com/2014/09/ball.jpg?w=720&h=480&crop=1
Slide 24
• Image of tattered baseball : http://www.theglobalipcenter.com/wp-content/uploads/2013/10/baseball-tattered-e1382550954177.jpg
Slides 46 & 48
• Luke: http://www.cinemablend.com/images/news_img/69640/star_wars_69640.jpg
• Han Solo: http://img2.wikia.nocookie.net/__cb20111204212526/starwars/images/f/fc/HanChillinAtChalmuns-ANH.jpg
• C3PO: http://www.blastr.com/sites/blastr/files/c3po.jpg
• Darth: https://www.sideshowtoy.com/wp-content/uploads/2014/12/902320-product-thumb1.jpg
All boat pictures from Van Dam boats: http://vandamboats.com/

Thanks for your time
• Q&A
• Find this slide deck here:
– Slideshare: /keithrickles
• http://www.slideshare.net/KeithRickles/presentations
• Get in touch
– Blog: keithrickles.com
• http://keithrickles.com/
– LinkedIn: /keithrickles
• https://www.linkedin.com/in/keithrickles
– Email: emailkeith at keithrickles.com

Task Oriented
People Oriented
SlowerPace
FasterPace
• Acknowledge moods.
• Add expressive words.
• Watch out for appearing cold.
• Provide details only when asked.
• Don’t be condescending.
• Focus on feelings.
• Be aware of emotions.
• Talk less. Listen more.
• Slow down. Don’t show irritation.
• Don’t be a jerk.
• Speak up.
• Control your emotions.
• Speed up a bit.
• Tie details to big picture.
• Say so when you need a few
minutes to think.
• Smile.
• Stop talking. Listen.
• Take notes or make pictures in
your head to focus.
• Keep emotions in check. Listen.
• Stay on task.
• Slow down and include details.
• Remember to listen.
General Guide to Improving Your Communication
Complementary
NaturalBlend
NaturalBlend
C D
IS

Task Oriented
People Oriented
SlowerPace
FasterPace
Be logical.
• Use data, facts, and examples.
• Focus on quality of materials and
the relevance of the subject.
• No personal issues or questions.
• Avoid new solutions.
• Multi-faceted approach.
Results oriented approach.
• Be direct and brief.
• Stick to business.
• Ensure he wins.
• Summarize. Be ready with details
if asked.
• Leave emotions at the door.
• Act quickly.
Build trust.
• Be consistent with every
communication.
• Draw out opinions.
• Relax. Move at his/her pace.
• Provide the level of information
requested.
• Follow up.
Focus on feelings.
• Start with socializing.
• Ask about feelings toward subject.
• Lean in. Smile. Laugh.
• Make sure you give recognition.
• Maintain a friendly rapport.
Complementary
NaturalBlend
NaturalBlend
C D
IS
Tips on Communicating to Each Behavioral Style

IIBA Leveraging Your Communication Style

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