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LUCIA ASCHETTINO You paint the most incredible pictures ofwhat is possible, inspiring us to pursue our                 bes...
LUCIA ASCHETTINO                You see the world as a friendly place where, around every corner,PIONEER         good thin...
The StandOut assessment helps you accelerate your performance by     pinpointing your comparative advantage, and showing y...
Lucia Aschettino                                                                  4  ROLE 1          PIONEERTHE DEFINITION...
Lucia Aschettino                                                                               5                PIONEER   ...
Lucia Aschettino                                                                                  6                PIONEER...
Lucia Aschettino                                                                                7                PIONEERyo...
Lucia Aschettino                                                                              8                PIONEERconf...
Lucia Aschettino                                                                    9  ROLE 2         CONNECTORTHE DEFINIT...
Lucia Aschettino                                                                              10                CONNECTOR ...
Lucia Aschettino                                                                                11                 CONNECT...
Lucia Aschettino                                                                             12                CONNECTOR  ...
Lucia Aschettino                                                                             13                CONNECTORar...
Lucia Aschettino                                                             14                                PIONEER    ...
Lucia Aschettino                                                         15                             PIONEER           ...
Lucia Aschettino                                                                            16                            ...
Lucia Aschettino                                                                          17                              ...
Lucia Aschettino                                                                          18                              ...
Lucia Aschettino                                                                         19                               ...
Lucia Aschettino                                              20                         PIONEER                          ...
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Aschettino Stand-out Assessment

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Aschettino Stand-out Assessment

  1. 1. LUCIA ASCHETTINO You paint the most incredible pictures ofwhat is possible, inspiring us to pursue our best ideas. ©TMBC 2011, all rights reserved
  2. 2. LUCIA ASCHETTINO You see the world as a friendly place where, around every corner,PIONEER good things will happen. Your distinctive power starts with your optimism in the face of uncertainty. You are a catalyst. Your power lies in your craving to put twoCONNECTOR things together to make something bigger than it is now.INFLUENCER You engage people directly and convince them to act. Your power is your persuasion. You are a level-headed person whose power comes from keeping the world in balance, ethicallyEQUALIZER and practically. You sense other peoples feelings and you feel compelled to recognize these feelings, give them aPROVIDER voice and act on them.CREATOR You make sense of the world, pulling it apart, seeing a better configuration, and creating it. You are a practical, concrete thinker who is at your most powerful when reacting to and solvingADVISOR other peoples problems. You are the host of other peoples emotions. You feel responsible for them, for turning themSTIMULATOR around, for elevating them. You are thrilled by the potential you see in each person. Your power comes from learning how toTEACHER unleash it. ©TMBC 2011, all rights reserved
  3. 3. The StandOut assessment helps you accelerate your performance by pinpointing your comparative advantage, and showing you actions you can take to capitalize on this advantage. OVERVIEW: The assessment measures how well you match 9 Roles and reveals your lead Role and secondary Role. These top two Roles are the focal point of all your talents and skills and your instinctive way of making a difference in the world. 1) Your Lead and Secondary Roles: In addition to receiving detailed definitions of each Role and where you are at your most powerful, you will learn how to make an immediate impact in the workplace. 4 Youll also get guidance on how to take your performance to the next level and on what traps to watch out for on your strengths journey. 2) Combined Roles: In this section of the report, your top two Roles are combined to give you even more specific advice on how you can win at work. Youll learn your greatest value to your 9 team and get individualized content on how you can be successful as a Leader, as a Manager, in Client Service, and in Sales. 3) Strengths MAP: The Strengths MAP is an action planning form to help you digest your results and determine key action items to leverage your competitive edge.14 How to Interpret your Results: Understanding your unique advantage is a vital first step in making your greatest20 possible contribution. Knowing your Roles and following the advice and suggestions revealed in your results will help you intentionally invest your time where you can make the greatest difference and get the greatest recognition. We do recommend highlighting any sections that feel particularly relevant to you as you read you results, as this will help you complete your Strengths MAP. ©TMBC 2011, all rights reserved
  4. 4. Lucia Aschettino 4 ROLE 1 PIONEERTHE DEFINITION:You begin by asking, "Whats new?" You pioneering nature. You are at your bestare, by nature, an explorer, excited by when you ask a question no one has asked,things you havent seen before, people try a technique no one has tried, feel anyou havent yet met. Whereas others are experience few have felt. We need you atintimidated by the unfamiliar, you are your best. You lead us into theintrigued by it. It fires your curiosity and undiscovered country.heightens your senses--you are smarterand more perceptive when youre doingsomething youve never done before. With Whats new?"ambiguity comes risk, and you welcomethis. Instinctively you know you are aresourceful person, and since you enjoycalling upon this aspect of yourself, youactively seek out situations where there isno beaten path, where its up to you tofigure out how to keep moving forward.You sense that your appetite for theunknown might be an attempt to fill avoid, and some days you wonder what youare trying to prove to yourself. But mostlyyou leave the questioning and theanalyzing to others, and revel in your ©TMBC 2011, all rights reserved
  5. 5. Lucia Aschettino 5 PIONEER that you are going where none have gone before YOU, AT YOUR MOST you. In a strange way, obstacles actually invigorate you.POWERFUL You move, move, move. Your life is about You see the world as a friendly place where forward motion and momentum. You aregood things can happen. You are not naive, but therefore dismissive of anything that slows youwhen you think of all the possible outcomes, down. Negative attitudes, complaining,your mind naturally goes to the best of all inefficient rules or processes--you jettison all ofpossibilities. Your distinctive power starts with these quickly and keep moving forward. On youryour optimism. journey you travel light. You have a strong bias for action. You are For you, new is fun. New is unknown, andexcited to discover new things, to experience the unknown challenges the status quo and showsnew things, and you know this will happen only you different avenues forward. You read deeplyif you take the first step. within and around your subject so that you can be the first to encounter new techniques, trends You dont neglect the need to learn and gather and technologies.information--since you are an explorer at heart,you like learning new things. Its more that you "Pattern interrupts" of any kind--new ideas,believe that action is the very best way to learn. new goals, new projects, new people--all of theseWhat is around the next corner? The only way to grab your attention. Can they keep yourknow for sure is to walk around the next corner. attention? Well, thats another matter. Ambiguity? Uncertainty? Risk? None of Other people are drawn to you because ofthese bothers you too much. You are comfortable your forward motion. You are clearly on awith gaps in your knowledge, with an incomplete mission of discovery, and we want to join you onset of facts, because, with your optimistic it. Who knows what we might find, and whomindset, you tend to fill in the gaps with might benefit?positives. You love beginnings. At the start, as youimagine where events might take you, you feelthe excitement ripple through you, sharpimpulses, nudging, pushing, impelling you to act. As you move off the beaten path you are fullyaware that you will meet obstacles, but, for you,these obstacles are part of the fun, a sure sign ©TMBC 2011, all rights reserved
  6. 6. Lucia Aschettino 6 PIONEER For many people, the opposite is true. PHRASES TO Know that you will always be an exciting, and sometimes disruptive, addition to the team.DESCRIBE YOURSELF To ensure you lean more toward the "exciting" end of the spectrum, make sure you tie your new "I love taking the first step. As long as I can ideas, your new tools and technologies, to aremember I was this way. When I was in problem your team is trying to solve. Showschool..." others how your new "toy" can help them get what they want. "Try it and lets see what happens. Thats mymotto." You can immediately help a team get unstuck. So, to gain your teams goodwill, seek "I find I learn best when I experiment." out a roadblock theyve hit and give it the full force of your "Well, why dont we try this?" or "Have you thought about going around this "People see me as persistent. I just keep way?" questions. Make sure your ideas aremoving forward." practical, stay with it, keep pushing to find a path of least resistance forward and they will "Im one of the most resilient people I know. I remember it and thank you for it.bounce back fast. For example..." You are curious first, critical second. Most "I am constantly reading up on the latest people are the other way around. So lead withresearch and trends. Here are a couple of things this open-mindedness. When someone presentsthat are intriguing me right now about our a new plan, help them run with it by askingbusiness..." questions and supplying them with the sort of detail that naturally occurs to you when youre "Ive got to say Im a great recruiter. I can get thinking about the future. Do this often with youralmost anyone excited about coming on the colleagues and you will come across as bothjourney with me." calming--they wont worry that you will stamp out their fragile new idea--and inspirational--you will help them see an increasingly vivid picture HOW TO MAKE AN of what might be.IMMEDIATE IMPACT Because you see little benefit in "if only" thinking, you can help your new colleagues move You are not threatened by change or on from past struggles or failures. Wheneveruncertainty, so put yourself in the middle of it. they lapse into deep post-mortems, take it uponSeek it out. Your confidence will rise, your yourself to describe what good might happenjudgments will be sound, and youll feel alive. the next time around. Soon they will look to ©TMBC 2011, all rights reserved
  7. 7. Lucia Aschettino 7 PIONEERyou, whether overtly or not, to redirect the teams easy-to-answer-question, such as "Well, if wefocus forward. had already changed it, what would the new way look like?" This wont save you every time--some people will always be suspicious of your HOW TO TAKE YOUR optimism--but assuming that the change has already been made may help others breakPERFORMANCE TO THE through their initial inertia.NEXT LEVEL Find ways to showcase how your innovations have succeeded in creating new You see the New World and are excited by its business opportunities or new products. Thesemysteries. This makes you a potential leader of examples of how inquisitiveness turns intoothers. But remember, to get others to join you performance will give people more certainty, andon your mission you have to describe this New so they will become increasingly tolerant, andWorld as vividly as you can. The more detail you even supportive of your pioneering spirit.give people, the more certainty theyll have, andthe more likely theyll be to put aside theiranxiety about the unknown, and follow you. So, Since you are curious first, critical second,before you embark on your mission, get your you could make a fantastic mentor. You allowdetails together and practice your descriptions people to show you their best, reveal to you theirof what they will discover, and how they will dreams, and your instinct is to take the ride withbenefit if they sign up. them, asking one question after another, each question carrying them along a little further, a little faster. Yes, at some point, as an experienced You have a natural instinct for change. It will pioneer, you should bring your critical thinkingserve you well to "bottle" that instinct. Work to bear on their dreams. Nonetheless, whats trulyout a formula that captures your natural powerful about you as a mentor is yourinstincts for how to handle uncertainty. Turn willingness to let young talent run.them into a clear process that other, lessrisk-oriented people can follow. In your careeryou will meet change often. Your "formula" canensure that you have a turn-key method for WHAT TO WATCHrallying and focusing the people around you. OUT FOR Practice and get comfortable with a few You will always be intrigued by whats new,phrases that express your natural optimism, but you dont want to give the impression thatwithout making you sound like a reckless fool or you are simply distracted by the next shiny newa naive idealist. For example, when colleagues object. So, to avoid this reputation while stillsay, "We cant change the way weve always exposing yourself to the novelty you need,done it," instead of saying, "Yes we can. Just try commit yourself to a disciplined schedule ofit," ask a non-threatening, "inquisitiveness." For example, pick three great ©TMBC 2011, all rights reserved
  8. 8. Lucia Aschettino 8 PIONEERconferences a year to attend. Or, once a month, be sure to acknowledge explicitly the time andhost a "whats next?" roundtable. Or build an effort required to pull off your grand scheme."innovators" social community within your By doing this youll appear more substantive and,organization. Any one of these will (a) help you at the same time, more considerate.feel spirited and alive, and (b) give credibilityand rigor to your "bright-shiny-object" curiosity. You find it relatively easy to press the "clear"button and move on. Others dont. They struggleto let go of past struggles, and they find certaintyand even clarity from sifting through thesestruggles, and finding the lessons. You maynever truly understand this kind of thinking, butit does serve some people quite well. If you workwith people who need to look back before theycan look forward, learn to be patient with them.Allow them the time to sift and reflect. If youpush on before theyve had this reflection time,theyll never be fully committed to your mission. You have more tolerance for ambiguity thanmost people. Know that others may mistrust yourblithe reassurances about the future. Thesepeople need more from you than just "Trust me.Itll be great." First, they need a clear picture ofwhy and how the platform they are standing on isburning--this will show them the necessity foraction, now. And second, they will need adetailed description of what the platform onwhich you are asking them to leap looks like andfeels like. Get good at providing people both ofthese pictures. Possibility thinking comes so easily to youthat to others it can sometimes look as thoughyou havent thought through all the details ofwhat needs to be done to make the possibilityreal. Or worse, that you havent appreciated howmuch effort it will take to execute thispossibility. So, to avoid this misunderstanding, ©TMBC 2011, all rights reserved
  9. 9. Lucia Aschettino 9 ROLE 2 CONNECTORTHE DEFINITION:You begin by asking, "Whom can I catalogued, and positioned somewhereconnect?" You see the world as a web of within this network--each person with arelationships, and you are excited by the link to at least one other person, and eachprospect of connecting people within your with an open port for another link to beweb. Not because they will like each added. People are drawn to you becauseother--though they might--but rather you are so obviously passionate aboutbecause of what they will create together. their particular expertise, and because youYour mantra is "One and one makes have so many practical ideas about howthree." Or thirty. Or three hundred. On their expertise can be combined withyour most optimistic days, you see almost others. You enliven and enlarge othersno limit to what people with different vision of who they are and what they canstrengths and perspectives can create achieve. You are a connector, weavingtogether. You are a naturally inquisitive people together into the fabric ofperson, always asking questions about something much larger and moreeach persons background, experience, and significant than themselves.skills. You know instinctively that eachperson brings something unique anddistinct to the table, something, no matter Whom can I connect?"how small, that might prove to be the vitalingredient. In your head, or in yourcontacts, you store a large network ofpeople whom youve met, learned about, ©TMBC 2011, all rights reserved
  10. 10. Lucia Aschettino 10 CONNECTOR able to position him so that he links up with YOU, AT YOUR MOST others--either inside or outside the organization.POWERFUL You are a researcher of facts, technologies and products. Each new thing you learn is raw You think in terms of possibilities. "Wouldnt material. You can use it to make some newit be great if we linked up this person with that concoction of people/products/ideas.person?" You are resourceful. When your back is You are a multiplier, always trying to put two against the wall you are sure that you will knowthings together to make something bigger and someone you can call. Your "tool box" of peoplebetter than it is now. is big and always getting bigger. Your chief impact is through your sense of Your resourcefulness gives you an aura ofwhat could be, your excitement about the confidence. And of optimism. You have acombination of people, or of people plus strongly positive outlook--about the world andtechnologies/projects/ideas. about people in general. You just know that, with enough thought, you will be able to dredge You create culture change, not because you your memory banks and find someone who cantalk "culture" but rather because you bring people get it done.together in order to get something done--yousense that theres no better way to get people to Others are drawn to you. They are drawn totrust one another than to have them do work you because they see that you are looking fortogether. their best qualities. They are drawn to you because you will connect them with people who You bring new people onto a team quickly. can complement them. They are drawn to youBecause you are able to "ramp up" people so fast, because you find ways in which they can beyou make teams and organizations stronger, useful.quicker. You are winning and persuasive. People tend You are a catalyst. You speed up the reaction to do what you ask of them because you excel atbetween two people, or two groups, or between a painting the picture of "what could be."particular person and a particular challenge. You are a researcher of people. You areintrigued by peoples unique qualities and talents,and so when you meet someone, you delve deep,asking one question after another. The more youunderstand about this person, the better youll be ©TMBC 2011, all rights reserved
  11. 11. Lucia Aschettino 11 CONNECTOR Youre lucky. Youre a fast starter. Your natural instincts cause you to reach out and PHRASES TO connect with your new colleagues. Your genuine interest in them will doubtless endear you toDESCRIBE YOURSELF them. So begin by letting these instincts run. "I am fascinated by peoples strengths and Start building your own private "scoutinggifts." report" on your new network. For each person, capture what youve learned about his or "Im really good at figuring out who should her particular area of expertise, or interest, orwork together and why they would work well experience, and your initial thoughts about wheretogether." he or she adds the greatest value to the team. "Im a collector. I collect information about Find an opportunity to surprise a colleaguepeople and store it away so that I always know with how useful your network is. Most peoplewho to call. For example..." dont continually add people to their mental list of potential resources and so wont have many "I love pulling people together from all parts people whom they can call on to help them getof the organization for a special project. Heres something done or solve a problem. But you do.how I did it in my last role..." So as soon as you can find the right situation, pull out your "Rolodex" and offer just the right person/expert who can help solve a pressing "The most important thing to me is speed. I problem.want to get myself up to speed on any newsubject really quickly, and I want to find the rightperson to connect to this subject really quickly." Once you feel youve had the chance to display your resourcefulness, it will be time to flex your "possibility-thinking" muscles (dont "I get a kick out of wouldnt it be great if... try this before youve established your credibilitykind of thinking. Im always cooking up new or others may reject your ideas as presumptuous).projects and plans." Whats powerful about you is that the possibilities you see in your head are not "I think Im effective at persuading people to theoretical. Instead you think in terms ofput aside their differences and join forces to get practical realities, as in "Lets put this personsomething done together." with that person and then focus them on this particular project." Your ideas might not necessarily be accepted immediately, but HOW TO MAKE AN persevere. Keep offering up these "what-if" scenarios. Soon your colleagues will come to relyIMMEDIATE IMPACT on you as source of practical ideas. ©TMBC 2011, all rights reserved
  12. 12. Lucia Aschettino 12 CONNECTOR Be sure to target your "what-if" ideas up with a new mission, a new possibility.toward solving existing problems, rather thancreating something utterly new. People tend to be Discipline yourself to connect someone toimmediately grateful to problem-solvers. And, in something every day. For example, send ancontrast, people are initially suspicious of e-mail a day beginning, "I thought of you when Iinnovators. read this..." and then include a line or two about how this particular person might benefit or learn Always keep your social networking from what you sent her. We rely on you forplatforms up to date with fresh and vivid practical possibility thinking, so be sure to drawcontent. Youre inclined to do this anyway, but a clear connection between what you sent andsometimes, as we all do, you get distracted by the what the person might be able to do with it.other demands in your life. We will come to relyon you, as the Connector among us, to maintain To expand your network,go beyond yourthe web of our relationships. (If keeping three or usual haunts and gatherings. Once or twice afour platforms up to date proves too much of a year, sign up for an exciting group experience--atime-drain, configure one platform so that it cycling trip, a charity walk, a river raftingupdates all the others.) expedition--and go alone. Given your nature, its almost guaranteed that youll encounter someone wholl spark an idea of a new connection you can HOW TO TAKE YOUR make.PERFORMANCE TO THE People are always going to be attracted to youNEXT LEVEL because of the possibilities you see in them and in what they can create with others. Become better at describing these possibilities--more Stay attentive. Wherever you go theres the vivid in your descriptions, more detailed in yourchance to make a connection. Interesting people explanations of why and how two people willare everywhere, not just at work or at complement one another so well--and you willprofessional gatherings, but sitting next to you on grow to be extraordinarily effective at gettingthe plane, at your childs birthday party, at the people to act on your ideas.church planning meeting. When you are researching a subject, find the You are inspired by extremely talented ultimate article, book or paper, read thepeople, so try to find at least two groups of bibliography, identify the most frequently quotedexperts in which you can play a leadership or sources and then reach out to these sources andorganizing role. It doesnt really matter what the get to know them.groups expertise is. Whats invigorating for youis hearing the discussions, listening to thedifferent viewpoints of these "masters." Listen Obviously everyone within your networklong enough and you will almost certainly come does not have the same level of influence--some ©TMBC 2011, all rights reserved
  13. 13. Lucia Aschettino 13 CONNECTORare higher-leverage than others. Identify the the other, and what you think might be possible ifhighest-leverage people in your web and they worked together. People are busy and itsdiscipline yourself to have a meaningful hard to get their attention. Nothing succeeds inconversation with them each month. grabbing attention quite as well as detail. Always act on the assumption that Ask permission before you connect people.people--even very accomplished, famous Each of us is protective of our time. If you arepeople--want to connect with you. If youve been careless or haphazard in linking up people, theyimpressed by a product, find out the inventor and may come to see you as a danger to their time,call him up. If youve enjoyed a book, reach out and wall themselves off from you and your ideas.to the author. Of course, they may not respondimmediately, but with each e-mail or note from Dont become a "forwarder." Never sendyou, you are inching them toward the threshold out a mass e-mail in the hopes that someone,when they will. And even if your "reach-outs" somewhere within your network will benefitare never returned, rest assured that the person is from it. This is the laziest form of networkreading them, and appreciating them, and that, if building. It reveals to us that you see us as annothing else, your interest will encourage them to undifferentiated mass of people. This will annoycreate more. us. Try not to get disappointed if people dont WHAT TO WATCH call you back. Some people need a lot ofOUT FOR nudging before they will respond to your invitations. So long as each "reach-out" is done with detail--"Heres exactly what I was The difference between a name-dropper and a thinking"--each nudge will come across asnetwork-builder is follow-up. Whats powerful respectful, and will move them just a little bitabout you isnt who is in your network, its your closer to responding.ability to link up seemingly unconnectedpeople within your network to makesomething happen. People will get excited When you are identifying high-leveragewhen you tell them you know someone who can people within your network, remember that,help them; they will get disappointed when you sometimes, the most important person in andont make the call. Their disappointment will organization--be it a company, a communitystart to tarnish your reputation. group, or a "movement"--is the number two. The number one might be the original idea guy, the visionary, the rallying point. But the second When you connect people, do it well. This person to join the "movement" is actually themeans be detailed and specific. When you person whose connections run deeper into theintroduce people to one another, paint a vivid organization. This is the person you need topicture of the strengths or experiences of each know if you want to make things happen.person, why you think each person complements ©TMBC 2011, all rights reserved
  14. 14. Lucia Aschettino 14 PIONEER CONNECTOR YOUR COMPARATIVE ADVANTAGE:YOURE A FUTURIST.You come alive when envisaging possibility. Ofcourse, your strength is not only about connectingthe right people to achieve those possibilities but THE GREATEST VALUEalso about connecting the right ideas, likely in ways YOU BRING TO THEthat have never been considered before. If youre not TEAM:leading the drive to realize your idea, youreintroducing people from disparate backgrounds, YOU PAINT THE MOSTshowing them how their combined talents and INCREDIBLE PICTURESproducts could produce game-changing innovations. OF WHAT IS POSSIBLE,You value innovation so highly that you need INSPIRING US TOconstant exposure to streams of cool ideas, and their PURSUE OUR BESToriginators. And while youre not as attached to IDEAS.seeing the ideas actually come to fruition, you lovegetting in at ground zero so you can tell the story of"I was there when..." ©TMBC 2011, all rights reserved
  15. 15. Lucia Aschettino 15 PIONEER CONNECTOR YOUR IDEAL CAREERIn the artistic world, we would call you the"impresario," the person who pulls together asurprising group of people to create something newand exciting. You will thrive in a world where theboundaries of what people are allowed to do arefluid, and where all people need is a persuasive case START-UP SITUATIONSfor why their value will be multiplied on this new OF ANY KIND CALLteam you are putting together. Start-up situations of OUT THE BEST IN YOU.any kind will call out the best in you. For example,in business, when a new product is to be launched,you will be the one to pick the team and persuadeeach person to sign on. In the world of venturecapital, when a new business is to be started, youwill be the "go-to" for pulling together the rightleadership team. In the military, when an ad hoc"SWAT" team is required, you will know who tocall to ensure that the team has just the right mix ofskills and experience. Wherever you are, you are the"instigator." ©TMBC 2011, all rights reserved
  16. 16. Lucia Aschettino 16 PIONEER CONNECTOR HOW TO WIN AS A LEADER PIONEER: :CONNECTOR Your strength is your optimism. There Your strength is your ability to see the are so many more ways in which things best in us. We sense that, if we stick can go wrong than right. You inspire us with you, you will make us a vital part to bet against this law of averages. of something significant. And so we are drawn to you. We love that you are an adventurer, that you take risks. Its exciting for all of us to be swept along onthe discovery. Paint as vivid a picture as you can of the "land of milk of honey." Help us smell the milk,and taste the honey. Tell us the stories. Show us the heroes of the New World. Use as much detail anddialogue as you can when telling your stories. You create momentum. Put some structure around that energy. Have a daily ritual of connectingwith each department for a stand-up huddle before you get caught up in the days events. We love theopportunity to interact with you daily: the positivity you bring to these meetings, though theyre brief,sets us up for the day ahead. You always have your head up, and this helps us focus. Why? Because we dont fear beingblindsided (by customers, competition, the economy). Keep us informed of what you see coming nextand how you plan to capitalize on it or circumvent it. Show us the practical things we can do to connect with our community. Challenge us to think of newways to reach out to our neighbors. Join local charities. Shred our newspapers and ask us to give them tothe SPCA. Tell us to take our old towels to the local firehouse. Can we give our old equipment toHabitat for Humanity? Can we sponsor or participate in a local sporting event for charity? Tell us how important it is to you for our company to be a friend in the community. We all want toknow that we are a part of something bigger than ourselves, a community of people and businesses whorely on one another. You help us see these connections. ©TMBC 2011, all rights reserved
  17. 17. Lucia Aschettino 17 PIONEER CONNECTOR HOW TO WIN AS A MANAGER PIONEER: :CONNECTOR Your strength is your faith in how much Your strength is building surprisingly further I can go. With you as my talented teams. I know I can count on manager I keep reaching for more. you to do your due diligence when cherry-picking new teammates. Your optimism is infectious. I can count on you to turn my pessimism into positivity. Youre not aPollyanna; you give me concrete reasons to believe in better possibilities. You take risks with people. I like that youre willing to add someone with unconventional strengthsto the team. I know its because you want to push us to create something original. Just be sure youclearly explain how you see the new team member contributing. Spontaneous recognition is a powerful practice to keep people engaged, and youre a master. Wenever know where youre going to strike next. Be specific about why youre rewarding us, and well besure to keep doing it. Your natural instinct is to look outside the company to the people we are trying to serve—the client.Remind me of this mission. This seems obvious, but sometimes the details of my own position distractme. I like seeing you out with our clients virtually all the time. The way you engage directly with theirlives, the way you sort out their problems, the way you speak their "language"--all of this reinforces theultimate purpose of my job. ©TMBC 2011, all rights reserved
  18. 18. Lucia Aschettino 18 PIONEER CONNECTOR HOW TO WIN IN CLIENT SERVICE PIONEER: :CONNECTOR Your strength is your confidence that Your strength is your resourcefulness. things will work out. You always have some person or some idea that can help solve my situation. You are knowledgeable. You align yourself with products that you believe will be around for thelong run. Share some of your research to reassure me that I havent invested in something that is goingto be defunct in a year... or, if you think it will be, tell me how I wont wind up looking stupid. You are resilient. If you run into a dead end, you immediately double back and discover a new route.You just wont give up. While I appreciate your tenacity, I dont necessarily need to see it in action. Seta time and method to follow up with me. Save my time. You start by saying, "I can solve this," which immediately allays my anxiety. Give me two concretereasons why you are so confident. You leave no stone unturned. I can tell youre working as hard as possible to find solutions for me,your client. Tell me the steps youre taking. I need to follow your line of thinking. You really listen to my needs. You are loyal to your brand, but dont hesitate to introduce analternate brand or product if you think it will serve my needs better. I appreciate this because itreassures me that you care more about my satisfaction than filling a quota. ©TMBC 2011, all rights reserved
  19. 19. Lucia Aschettino 19 PIONEER CONNECTOR HOW TO WIN IN SALES PIONEER: :CONNECTOR Your strength is your resiliency. You Your strength is your active network of will take risks with your clients, show relationships. Your need to reach out them what could be, and bounce back and stay current with your network will quickly whenever you run into trouble. help those you have selected feel valued and appreciated. When barriers block your progress, you are willing to step out of your comfort zone to take a risk towin. Your willingness to experiment leads you to offer me creative solutions that your competitors maymiss. You will tend to iterate--"Lets try this. All right, that didnt work. Lets try this instead"--as youwork to architect a solution for me. While I appreciate this constant movement forward, I will need youto define a deadline when you and I can commit to a version or approach we are going to stick to. I doneed some stability. Your optimism is infectious. You see possibilities for building business when others are discouragedby obstacles. Your positive view can inject hope when the team is losing faith. Substantiate theviability of your view with facts and a concrete plan to deliver. As your potential client, I like it when you come around and visit me. You’ve always got somethinggoing on, some news to share about what your company is doing or what is going on in our industry.Your network offers me access to valuable resources I would not be able to find on my own. Always take the time to ensure that the people you introduce me to can really help me. As thishappens more and more, I will see you as more and more credible. ©TMBC 2011, all rights reserved
  20. 20. Lucia Aschettino 20 PIONEER CONNECTORSTRENGTHS MAP:(1) WHAT ARE TWO SITUATIONS IN WHICH YOU FEEL AT YOUR MOST POWERFUL?(2) WHICH "PHRASES TO DESCRIBE YOURSELF" (FROM BOTH ZONES) RESONATED WITHYOU MOST?(3) WHAT NEW TEAM PROJECTS CAN YOU VOLUNTEER TO WORK ON?(4) WHAT ARE TWO THINGS YOU CAN DO EACH MONTH THAT WILL "FEED" YOUR NEEDFOR "NOVELTY"? (ATTEND CONFERENCES/ROUNDTABLES, ETC.)(5) WHICH PEOPLE IN YOUR NETWORK WOULD BENEFIT FROM MEETING EACH OTHER ATTHIS TIME? WHY? HOW CAN YOU FACILITATE THESE INTRODUCTIONS?(6) WHAT TWO ACTIONS CAN YOU TAKE TO EXPAND YOUR CURRENT NETWORK OFPEOPLE? ©TMBC 2011, all rights reserved

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