How Behavioral Science is
rapidly & radically
changing
the
business success formula
October 8th, 2013 NAWBO
Showcase Presentation
Key SHIFTS
• Relationships over Technology
• Harder to compel
• Screen-centric, still relationship- driven
• Renewed focus:
Relationships
“Relationship Economy”
BEST
RELATIONSHIPS
HELP OUR BUSINESS
THE
MOST
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Authenticity
Humility
Empathy
Confidentiality
Vulnerability
Curiosity
Generosity
Humor
Gratitude
Level 5: Richest relationships
have 9 qualities
Something is…..
ABSENT
Still ABSENT!!!
60
60
50
55
40
50
30
20
45
10
40
2010
2009
2008
2007
2006
2005
2004
2003
2002
2001
2000
1999
1998
1997
1996
0
Avg. across
Corporations,
Wall St., &
Gov’t
$Billions
% Reporting
"Hardly Any Confidence"
Leadership Dev’t Spending &
Lack of Confidence in Leadership
Annual Spending
on Leadership
Dev’t ($Billions)
Comprehensive yet concise
values/personality dashboard
“10 Character Flaws That Can Derail Even
Good People” | Jan 09, 2013
Enviousness- not truly happy for others.
Defensiveness- hypersensitive to criticism
Aloofness- if cold/distant, not trusted
Volatility- drama follows them/unsteady
Entitlement- you deserve, but do not earn
The “roller coaster” - so unpredictable
not trusted or confided in
Over the top eccentricity- seeking
attention more than contribution
Morally Scrupulous - You find fault with
everyone but yourself.
The Destructive Sense of Humor Needless sarcasm/cutting
remarks/relationships never “run
deeper”
Overly Eager to Please- do not
advocate/explode
Most pain-inducing personnel related
growth challenge
you NEED to solve to go to YOUR next level
of performance
&
personality factors/uncertainty IMPEDING
a precise and sustainable SOLUTION
Most heavily leaned on, repetitively
used, and heavily pressured
part
of the bike?
http://www.youtube.com/watch?v=gENC-X4e5Gs
CRANKSET
The bicycle drivetrain that converts
the reciprocating motion of the
rider's legs into rotational motion
used to drive the chain or belt,
which in turn drives the
rear wheel.
The PERSONALITY CRANKSET
• Highly cyclical patterns
• Predictive profiles
• How Relate or Lead
•
http://vimeo.com/70921986
GPS and “ the avoiders”
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I am REALLY smart
TOO personal
Have “coach”
In Peer Group
Low priority
People not invested
Low budget
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Crocodile ahead!!!
Already personal
GPS dashboard???
Comprehensive/concise
Good luck in traffic!
More easily replaced
Scalable
Pervasive role OF GPS
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High stakes roles (nuclear, banking, military)
Athletic teams (performance)
Matching /algorithmic technology (eHarmony)
Behavioral economics (judgement)
Artificial Intelligence (AI)
Jury selection
Marketing (“Psychographics”)
• 75% of Fortune 500 companies
Case Example: Assessing work style of
managers/partners
• Enhance alignment/detect misalignment
• Development going forward
GPS Dashboard solution
Potential Derailers
-Excitable
-Extremely cautious
-Lower science
Strengths
-Not about power, $$, Ego
-Not hedonistic
-Not overly traditional
Sensitive use of
• Collaborative
GPS
– “Doing with” not “doing to”
• Balance profile & interview
• Accelerate talents/strengths
• Fill skill gaps, correct derailers
• Not sanitize, but Understand/Expand
What GPS is not
• Fluffy personality tests
• A credential-based commodity
• Overuse/Misuse of one tool
– E.g., MBTI
• Book/Certification-based “Life coaching”
what GPS is!!!
+Elite tools -- identify solutions FOR pressing
growth challenges
+Holistic, nuanced, and fluid sense
…..FLOW
How Behavioral Science is
rapidly & radically
changing
the
business success formula
GPS as Foundry
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Selection: Sunny/Thorns/Skill Gps
Development: Meaningful Traction
Retention: Salary/benefits NOT motivators!!!
Succession: Protect Legacy of Values
Merger: Values aligned/conflictual
Leadership: Character, connection, presence
The ROI of GPS
• 75% of BIC profits to assessment strategies
• Profits up 20% with more formalized selection
Case: The Air Force study
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Losing 50% of recruiters quickly
EQ-I
Gave to 1500
Identified/developed 5 skills
• 270% higher likelihood of retaining
• Went from 50% to 97% retention
Take home:
• GPS is critical to…
..cultivating the best relationships
..smoothly navigating key
personnel challenges
Success is not about what we
accomplish, but what you
INSPIRE others to accomplish
More
Fundamental
&
Customized
Approach =
Lasting
Edge