The key to working with different styles is to speak their language. Now yours, theirs. The Golden Rule does not apply to communicating across working styles. When speaking to each different style, treat them as they want to be treated, not how you'd like to be treated. When backup behavior surfaces, redouble your effort to use the following strategies.

When working with Producers... backup style is to dictate

• get down to business quickly

• begin with the end, the purpose of this meeting is to... Be prepared to prove the value of this purpose

• move rapidly, slow down only when asked to

• if you need help from this person, escalate to a crisis and point out their indispensability to the task

• demonstrate your initiative by doing things before asked by them.

When working with Administrators... back up style is to withdraw

• lay out the plan as to what and how you want to proceed and get their buy-in up front

• start with the historical perspective and logically outline all the facts and circumstances in detail. Be prepared to prove them.

• speak slowly and without undue emotion. Do not push for rapid decisions.

• collect objections and needs for additional information at each step. Stop and come back later if you collectively discover any big holes.

• provide ways to minimize risk. Show where and how it was done before, develop worst/best case scenarios, discuss warranties or guarantees, etc.

• do no use clever gimmicks, tricks or traps to prove your point

• do exactly what you said you would

When working with Entrepreneurs...back up style is to attack

• Be excited. Start with the "big picture" and be visual in your presentation.

• Never go into the details unless asked to, but have them ready just in case

• Be sure to give opportunity for input at all stages. I'm not sure, what do you think? Applaud their ideas and use them somehow

• Always give them options so they can make the final decision their own. Be prepared, their decisions will invariably be slightly different from yours.

• If they appear to have decided something, check to see if they have really decided or are just thinking out loud. Get any decisions made down in writing within 24 hours.

• Be extremely careful about demonstrating your initiative by doing things without their consent. Your good intentions may be seen as a mutiny.

When working with Integrators... back up style is to comply

• warm-up, show interest in their personal life. Take time to identify their personal objectives.

• if you want to motivate or change this style's mind, discuss the feelings and opinions of others in positions of authority.

• don't rush or push for rapid decisions. If you must make a fast decision, be prepared to prove commitment from others.

• be sure you have done your homework and that your supporters will back you up when questioned one-on-one.

©Qm² and Faust Management Corp, 1996
Adapted from Ichak Adizes