When Business Relationships
Debits and Credits Don’t Equal:
The DISC Model
The DISC Model is



A systematic way of describing an
individual’s personal characteristics of
behavior.
A universal language of observable human
behavior.
A way to better understand ourselves and
others.
The DISC Model is not

A measure of one’s intelligence.

An indicator of one’s values.

A measurement of skills or experience.

A measurement of education or training.
DISC Model Attributes

Everyone can be trained to use it.
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It is universal, all people fit into it.

It is neutral.
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We all share some of the same characteristics.
Benefits of Learning and Using DISC

Gaining commitment by blending styles.

Building effective teams.

Resolving and preventing conflicts.

Gaining credibility.
DISC Behavioral Profile
Four Dimensions of Normal Behavior
•
•
•
•
Dominance (“D” Factor) - How you handle
problems and challenges.
Influence (“I” Factor) - How you handle
people and influence others.
Steadiness (“S” Factor) - How you handle
change and pace yourself.
Compliance (“C” Factor) - How you handle
rules and procedures set by others.
DISC Styles
the manner in which one approaches people, events and situations
D Style: Dominance / Driver

Ambitious

Results Oriented

Forceful

Aggressive, Fast Moving

Decisive
I Style: Influence / Interactive

Expressive

Friendly & Outgoing

Charming

Stimulating

Enthusiastic
DISC Styles (continued)
S Style: Supportive / Cooperative
C Style: Cautious / Analytic

Analytical

Deliberative

Precise & Factual

Logical & Orderly

Careful

Amiable & Easy-going

Modest

Cooperative

Systematic

Reliable
Driver Communication Style
Direct Approach, Businesslike
 Ambitious
 Results Oriented
What did they say?
 Forceful
• State more than ask
• Talk more than listen
• Make strong statements
• Blunt and to the point
• Sarcastic Humor
• Primarily verbal, not written
 Aggressive, Fast Moving
 Decisive
How did they sound?
• More forceful tone
• More vocal variety
• Communicate readily
• High volume, fast speech
• Challenging intonation
What did you see them do?
• Gesture to emphasize points
• Display impatience
• Fast moving body language
• Firm handshake
• Good clothing, but functional
Interactive Communication Style
Expressive, Friendly & Open
 Expressive
What did they say?
 Friendly & Outgoing
•Share personal feelings
•Tell stories, anecdotes
•Informal speech, digresses
•Express opinions
•Flexible time perspective
•People oriented humor
 Charming
 Stimulating
 Enthusiastic
How did they sound?
•Lots of inflection
•More pitch variation
•More variety in quality
•Dramatic
•High volume, fast speech
What did you see them do?
•Animated facial expressions
•Eye contact when listening
•Much hand/body movement
•Contact oriented
•Spontaneous actions
•Stylish & Fashionably Dressed
Supporter Communication Style
Indirect Approach, Relaxed & Cooperative
 Amiable & Easy-going
What did they say?
•Ask more than state
•Listen more than talk
•Reserve opinions
•Less verbal communication
•Family oriented humor
 Modest
 Cooperative
 Systematic
 Reliable
How did they sound?
•Supporter, even delivery
•Less forceful tone
What did you see them do?
•Lower, quieter volume
•Exhibit Supporter, patient demeanor
•Slower rate of speech
•Intermittent eye contact
•Gentle handshake
•Slower moving body language
•Capitulate when challenged--keep peace
•Dress code at most casual attire
Cautious Communication Style
Indirect, Emotional Master, Task Oriented
What did they say?
•Fact & task-oriented
•Limited sharing of feelings
•More formal & proper
•Focused conversation
•Dry Humor, Surprises of Wit
•Less verbal, more written
 Analytical
 Deliberative
 Precise & Factual
 Logical & Orderly
 Careful
How did they sound?
•Little inflection
•Few pitch variations
•Less quality variety
•Supporter, monotone delivery
•Lower volume
What did you see them do?
•Few facial expressions
•Non-contact oriented
•Few gestures
•Slower moving
•Conservative attire
Perceptual Reality
DISC Style Intent Versus Impact
Impact
High D’s see themselves as:
 Other Styles see High D’s
Driving
Aggressive
Assertive
Competitive
Positive
Decisive
Perceptual Lens
Pioneering
Independent
Efficient
Practical
 High C’s see themselves as:
Precise
Thorough
Systematic
Adaptable
Agreeable
Well-prepared
Orderly
Accurate
Careful
Logical
Impact
Perceptual Lens
Intention
Dictatorial
Arrogant
Belligerent
Demanding
Nervy
Harsh
Pushy
Dominating
Hasty
Severe
 Other Styles see High C’s
Nit-picky
Obsessive
Compulsive
Weak/dependent
Indecisive
Analysis paralysis
Too cautious
Worrisome
Lack Spontaneity
Detached
Cautious / Analytical
Intention
Impact
 Other Styles see High I’s
 High I’s see themselves as:
Stimulating
Enthusiastic
Outgoing
Optimistic
Dramatic
Charismatic
Gregarious
Persuasive
Confident
Trusting
Perceptual Lens
Intention

Influence / Interaction
Intention
 High S’s see themselves as:
Easy-Going
Accommodating
Supportive
Willing
Dependable
Reliable
Agreeable
Calm
Warm
Patient
Persistent
Perceptual Lens
Dominance / Driver
Self-Promoting
Impulsive
Superficial
Unrealistic
Poor Listener
Conceited
Glib
Manipulative
Self-Centered
Naive
Impact
 Other Styles see High S’s
Lackadaisical
Indifferent
Possessive
Unimaginative
Plodding
Complacent
Non-demonstrative
Smug
Overly-lenient
Apathetic
Slow
Supportive / Cooperative
DISC Model:
Managerial Benefits

Understand each employee’s style.
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Learn how to best relate to that style.
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Understand how different styles learn, adapt,
and accept change.
How to motivate employees.
Personnel Productivity
Leveraging DISC Styles for High Performance
• Create job benchmarks for each position
• Define style traits that will lead to success.
• Hire individual who demonstrates required style traits.
• Redeploy mismatched employees.
DISC Model:
Business Development Benefits

Insight to target client’s style.

Ability to speak into target client’s listening.

Improve customer service.

Precise solution presentation.
Business Development:
CPA Pursuit of Entrepreneurs

Typical CPA is a High “C”.
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Typical entrepreneur is a High “D”.

How do you bridge the two styles?
Business Development
Navigating DISC Styles for Client Acquisition
Impact
High D’s see themselves as:
 Other Styles see High D’s
Driving
Aggressive
Assertive
Competitive
Positive
Decisive
Perceptual Lens
Pioneering
Independent
Efficient
Practical
 High C’s see themselves as:
Precise
Thorough
Systematic
Adaptable
Agreeable
Well-prepared
Orderly
Accurate
Careful
Logical
Impact
Perceptual Lens
Intention
Dictatorial
Arrogant
Belligerent
Demanding
Nervy
Harsh
Pushy
Dominating
Hasty
Severe
 Other Styles see High C’s
Nit-picky
Obsessive
Compulsive
Weak/dependent
Indecisive
Analysis paralysis
Too cautious
Worrisome
Lack Spontaneity
Detached
Cautious / Analytical
Intention
Impact
 Other Styles see High I’s
 High I’s see themselves as:
Stimulating
Enthusiastic
Outgoing
Optimistic
Dramatic
Charismatic
Gregarious
Persuasive
Confident
Trusting
Perceptual Lens
Intention

Influence / Interaction
Intention
 High S’s see themselves as:
Easy-Going
Accommodating
Supportive
Willing
Dependable
Reliable
Agreeable
Calm
Warm
Patient
Persistent
Perceptual Lens
Dominance / Driver
Self-Promoting
Impulsive
Superficial
Unrealistic
Poor Listener
Conceited
Glib
Manipulative
Self-Centered
Naive
Impact
 Other Styles see High S’s
Lackadaisical
Indifferent
Possessive
Unimaginative
Plodding
Complacent
Non-demonstrative
Smug
Overly-lenient
Apathetic
Slow
Supportive / Cooperative
Business Development:
Bridging the “C-D” Gap

To be more effective C’s need to:
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Develop a tolerance for conflict and avoid Win/Lose thinking.
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Be brief and substantive.
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Learn to “see the forest from the trees” and express verbally.
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Don’t inundate with lots of facts and figures.
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Start conversation with business, minimize chatting.
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Ask questions, they will tell you what they want.
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Emphasize results and the bottom line.
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Demonstrate competence.
Personal Use of DISC Model
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Deeper understanding of your spouse.

Strengthen bond with siblings.
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Increase communication with neighbors.