A no-nonsense guide to managing different people differently for greater effectiveness.

1. A no-nonsense DISC tool for managers
DISC Now
Walter Vannini
info at mind-spa dot it

2. who's this?
Walter Vannini 
Manager, Coach

MSc, Information Science, 1987 
IT Strategy

Diploma, Counseling, 2011 
Effective Management

LinkedIn: walter.vannini 
Skeptical Coaching

info at mind-spa dot it 
IT Coaching

Data Protection

Web Usability

User Experience
©2012 W. Vannini 2 / 21

3. what's this about?

managers need advanced people skills

DISC behavioural profiles are useful...

...a DISC way to people management doubly so!
©2012 W. Vannini 3 / 21

4. a disclaimer

DISC (and people) are way more complicated

this is a manager digest: stuff you can use now

many companies sell DISC-type profiles; I am
referring to the general model they all endorse, not
to any single product derived from the model

DO: be more adaptive and discover more options

DO NOT: limit yourself and your team by labelling
©2012 W. Vannini 4 / 21

5. content

what is DISC

the D, I, S, and C styles and their telltale signs

natural and adapted styles

Styles in a nutshell:

Motivators, Demotivators

Habitat

Driver, Fear, Payoff, Refrain
©2012 W. Vannini 5 / 21

6. what is DISC

a test to profile one's "natural" behaviour

4 dimensions or "styles": D, I, S, C

test is administered online or offline

behaviour does vary with time and context
styles are not labels
©2012 W. Vannini 6 / 21

7. how DISC helps a manager

each person reacts according to own style

know own style = forecast reactions, avoid quirks

team-members styles = manage better

modulate own communication

leverage strengths and motivators

tone down weaknesses and demotivators
©2012 W. Vannini 7 / 21

8. why DISC: not all flavors are peppermint
“this job needs doing...” “well done!”

Jim: “so, what's the job?” 
Jim: “sure, I know!”

Tom: “who's to do it?” 
Tom: “sure, everyone's

Charlie: “how?” saying!”

Sonia: “why?”

Charlie: “I'm glad
you're happy”

Sonia: “nice to see
effort is recognised”
©2012 W. Vannini 8 / 21

9. Judging
The DISC styles Extrovert
I
sa
immunized active
fe
Dominant Influential
World
Conscientious Stable
critical anxious
Introvert
©2012 W. Vannini
ambivalent Feeling
9 / 21

10. D1SC telltale signals
I
D what?
prefers telling to asking
who?
prefers asking to telling
I
authoritarian, instinctive, risk-
friendly, involving
seeking
mantra: “my acquaintances”
mantra: “results”
a born speaker, short attention-span
speaks curtly, orders
World
why? how?
prefers telling to asking prefers asking to telling
precise, meticolous reserved, discreet
mantra: “the right thing” mantra: “my part”
C neutral voice, each word counts! warm voice, likes to consult
S
©2012 W. Vannini 10 / 21

11. Caveats

styles are NOT labels

each person owns all styles

styles are situation-dependent

styles can also be adopted consciously

no one is always the same person!

each person uses at least 2 styles per situation
Extended DISC™ (I use it)

natural style

adapted style
©2012 W. Vannini 11 / 21

12. Judging
The DISC styles Extrovert
I
sa
immunized active
fe
Dominant Influential
World
Conscientious Stable
critical anxious
Introvert
©2012 W. Vannini
ambivalent Feeling
12 / 21

13. The D-styler

Motivators 
Demotivators

control environment 
being questioned

challenges 
low responsibilities

responsabilità e carriera 
micromanagement

Habitat 
Driver: power

freedom of initiative 
Fear: dependence

speed of action 
Payoff: rage

result-oriented 
Refrain: “don't matter”
©2012 W. Vannini 13 / 21

14. Judging
The DISC styles Extrovert
I
sa
immunized active
fe
Dominant Influential
World
Conscientious Stable
critical anxious
Introvert
©2012 W. Vannini
ambivalent Feeling
14 / 21

15. the 1-styler

Motivators 
Demotivators

dialogue, feedback 
pessimism, rigidity

status and recognition 
routines, details

sharing emotions 
quiet workplace

Habitat 
Driver: fame

variety, creativity 
Fear: loneliness

positive feedback 
Payoff: happiness

speed of action 
Refrain: “thanks/ I like u”
©2012 W. Vannini 15 / 21

16. Judging
The DISC styles Extrovert
I
sa
immunized active
fe
Dominant Influential
World
Conscientious Stable
critical anxious
Introvert
©2012 W. Vannini
ambivalent Feeling
16 / 21

17. the S-styler

Motivators 
Demotivators

teamwork 
sudden change

clear org chart 
competition, conflict

safety, being useful 
being left alone

Habitat 
Driver: being-part-of

stable, ordered 
Fear: refusal
workplace

Payoff: embarrasment,

informal, friendly
anxiety

harmony reigns

Refrain: “dunno/I hope”
©2012 W. Vannini 17 / 21

18. Judging
The DISC styles Extrovert
I
sa
immunized active
fe
Dominant Influential
World
Conscientious Stable
critical anxious
Introvert
©2012 W. Vannini
ambivalent Feeling
18 / 21

19. the C-styler

Motivators 
Demotivators

desire to be right 
uncertain/variable rules

systematic approaches 
hurry, approximation

precision 
social duties

Habitat 
Driver: perfection

adequate 
Fear: errors, need
times/resources

Payoff: Humiliation

privacy and quiet

Refrain: “I'm not sure”

concentration
©2012 W. Vannini 19 / 21

20. About this presentation
Background module for my seminars in:

Skeptical Coaching

Communicating Effectively Up, Down and Aside

Strategic Relational Tools for Analytical Minds

Internet ROI for CEOs
Do get in touch and link!

www.linkedin.com/in/walter.vannini

email: info at mind-spa dot it
©2012 W. Vannini 20 / 21

21. Credits
− DiSC™™: www.onlinedisc.com
− Extended DISC™: www.extendeddisc.com
− Horstman&Auzenne, www.managertools.com
− released under license:
Creative Commons Attribution-NonCommercial-NonDerivative
©2012 W. Vannini 21 / 21