Greetings!! The Bridge Method for Establishing Rapport by Improving Communication skills Together we succeed! Facilitated by Bob Gregg, MA, CFRE Principal, The Bridge The Bridge Method for Establishing Rapport by Improving Communication skills The Salvation Army Central Territory CRD Conference Facilitated by Bob Gregg, MA, CFRE Principal, The Bridge G REETINGS !!

In-Charge Get an Achievable Result Drive to Accomplish Mentor Supervise Mobilize Execute Quick Decisions Take Rapid Action and Get Results Control Resources Remove Obstacles

In-Charge What fits me? What fits me? People I know… People I know… Implications for a major gift conversation … Implications for a major gift conversation …

Chart-the-Course Keep On Track Deliberate Decisions PlanConceptualizeAnalyzeForesee/Illuminate Movement and Progress Get a Desired Result Course of Action and Points of Reference Drive to Anticipate

Chart-The-Course DRIVE Pressing need to anticipate

Chart-the-Course What fits me? What fits me? People I know… People I know… Implications for a major gift conversation … Implications for a major gift conversation …

Get-Things-GoingGet-Things-Going Get an Embraced Result Make Things Easy Consensual Decisions Facilitate the Process ShareInsights ExploreDiscover Focus on interaction Move the Group to Action Drive to Involve and Be Involved

Get-Things-Going What fits me? What fits me? People I know… People I know… Implications for a major gift Implications for a major gift conversation … conversation …

Behind-the-Scenes Consultative Decisions Work Toward the Wanted or Needed Outcome Understand and Work with the Process Get the Best Result Possible Reconcile Many Inputs Drive to Integrate Define Produce Clarify Support

Behind-the-Scenes What fits me? What fits me? People I know… People I know… Implications for a major gift conversation … Implications for a major gift conversation …

Task/time focus Give structure, direct Tell, ask, direct, urge Process/motivation focus Evoke, draw forth, inspire, seek input Inform, explain, describe, inquire Directing Informing Communication

Neutral Directing - Informing Communications Directing Uses a more forceful tone of voice to communicate urgency Often includes more straightforward statements Can imply a one-up/one-down relationship, yet the focus may be merely on getting the task done Can seem either brusque or polite and friendly Is characterized by moving forward, being definite, setting boundaries Informing Uses a more tentative tone of voice to invite agreement or buy-in Often more subtle statements Can imply a like-for-like, egalitarian relationship, yet may seem manipulative Can seem either seem wimpy or self- confident and engaging Is characterized by flowing, being open, eliciting “Directiveness” For timely task accomplishment “Informativeness” For buy-in Blended For desired results “Donate now.” “Please donate now.” “I was wondering when you would be interested in donating.” “Now is a good time to make a donation. Would you like to look at the program?” “We have a very solid program worth reviewing.”

Initiating Focus:External Intent: Reach out, interact Animated, active, fast pace, expressive gestures Focus:Internal Intent: Reach in, reflect Quiet, slow pace, patient, contained gestures Responding Hi, my name is... Do I want to respond? Role Dynamics

Neutral Initiating—Responding Roles Initiating Initiating interactions Talkative Eye contact Expressive, animated gestures Enthusiastic tone of voice Fast paced Socializing, fills the quiet space with social conversation Asks questions assertively Speak and act first and reflect later Responding Waiting to see what the other person is like Quiet; responding and reflecting Thinking before commenting Contemplate and more solitary Contained, quiet gestures Calm tone of voice Communicating at a more moderate pace Minimal socializing, very little ‘small talk’ Asks questions with gentle probing “Initiating” For getting the conversation started “Responding” For listening and pickup up clues Neutral For desired results Very expressive Talkative Open, relaxed Some gestures Quiet, calm Very few gestures

Responding Role Initiating Role Interaction Styles-Roles/Communication Chart-the- Course In-Charge Behind-the- Scenes Get-Things- Going Informing Communications Directing Communications

Interaction Styles – Aim, Drive, Result C HART - THE -C OURSE It’s worth the effort to think ahead to reach the goal. Pressing need to anticipate Desired result B EHIND - THE -S CENES It’s worth the effort to integrate and reconcile many inputs Pressing need to integrate Best result possible I N -C HARGE It’s worth the risk to go ahead and act or decide Urgent need to accomplish Achievable result G ET -T HINGS -G OING It’s worth the energy to involve everyone and get to want to … Strong drive for involvement Embraced result DI R E C T I N GDI R E C T I N G INFORMINGINFORMING I N I T I A T I N G R E S P O N D I N G

Where/How to use this information Donors Volunteers Your team Your family In meetings

Where do you go from here? Note your own preferences Observe the preferences others are using Value others’ preferences Shift to meet others’ perspective

Order your copy at: Or … Contact Bob Gregg to schedule a workshop for your team or department via at or by phone at T O FURTHER YOUR LEARNING …