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

Level 5: Richest relationships have 9 qualities• Authenticity

• Humility• Empathy• Confidentiality• Vulnerability• Curiosity• Generosity• Humor• Gratitude

Something is…..

ABSENT

Click icon to add picture

Still ABSENT!!!

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

0

10

20

30

40

50

60

Leadership Dev’t Spending &Lack of Confidence in Leadership

% R

epor

ting

"H

ardl

y An

y Co

nfide

nce"

Avg. across Corporations,

Wall St., & Gov’t

Annual Spending on Leadership Dev’t ($Billions)

$Billions

60

55

50

45

40

Comprehensive yet concise values/personality dashboard

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

“10 Character Flaws That Can Derail Even Good People” | Jan 09, 2013

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”

• I am REALLY smart• TOO personal• Have “coach”• In Peer Group• Low priority• People not invested• Low budget

• Crocodile ahead!!! • Already personal• GPS dashboard???• Comprehensive/concise• Good luck in traffic!• More easily replaced• Scalable

Pervasive role OF GPS• 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 GPS• Collaborative – “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

• 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

• 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