1. P R I V I L E G E D A N D C O N F I D E N T I A L Patricia Pippert P 2 Enterprises Leading Through Effective Communication

2. Successful Leaders...  Understand their own behavioral preferences and tendencies and how their behavior affect others  Understand their reactions to others behaviors and don’t confuse behaviors with personality  Identify, respect, and appreciate others’ preferences and tendencies  Adapt their behavior to meet the needs of different people in various situations

3. Verbal Vocal Visual SELF-CONTAINED People-Oriented OPEN Task-Oriented

4. Speed/Pacing Degree of Accuracy Influencing Policy/Procedure View Caution/Risk ASK TELL

6. DRIVER  Strengths:  Weaknesses:  They fear:  If they don’t adapt:  How to approach:

7. ANALYTICAL  Strengths:  Weaknesses:  They fear:  If they don’t adapt:  How to approach:

8. AMIABLE  Strengths:  Weaknesses:  They fear:  If they don’t adapt:  How to approach:

9. EXPRESSIVE  Strengths:  Weaknesses:  They fear:  If they don’t adapt:  How to approach:

10. Driver Expressive Analytical Amiable Driver Analytical Driver Expressive Driver Amiable Analytical Amiable Expressive Expressive Amiable Expressive Driver Analytical Driver Amiable Driver Expressive Analytical Analytical Amiable Analytical Expressive Amiable

11. Communication Styles in Writing Drivers like you to... Analyticals like you to... Be direct, straightforward, and to the point Avoid dense, lengthy detail but focus on achievable results Show them next steps or follow-ups for which they will hold you accountable Give them what they want in as few lines as possible Use bullet points Minimize the fluff but give all details and be accurate Be logical and give justification (especially for price) Present information in an organized fashion so as to help them analyze, assess, evaluate, or compare Reference any source cited so as to validate its quality, reliability, and your credibility Be careful of putting erroneous or false information in print

12. DiSC® Applied to Our Writing Amiables like you to … Expressives like you to … Think about phoning or visiting before firing off an email Adopt a tone that is relaxed, agreeable, cooperative, and appreciative Approach them informally and respectfully Project a sense of credibility that instills confidence and trust Present a personal context to support their need for relationship Be friendly and emotionally honest Recognize their contributions Give them an overview, followed by short points explaining your role, what you will do, and what you request of them Focus on the ease of doing business Have an upbeat approach