Deloitte Business Chemistry Report

Business ChemistryResults Report

Customized and prepared for Philip Dana

June 6, 2016

Baseline: Business (U.S.)

The Business (U.S.)Business (U.S.)Business (U.S.)Business (U.S.) baseline consists of the general businesspopulation, at all levels, in the U.S.

®

While relationship chemistry is often described in poeticand almost mystical terms, there is actuallya great deal of hard science that lies beneath it.Designed for use in a business context, Business Chemistry is a system developed

by researchers from the fields of neuro-anthropology and genetics that draws

upon the latest biological research and statistical analysis technology. In contrast

to many other behavioral systems, Business Chemistry explicitly focuses on

observable, business-relevant characteristics and their implications within a

business setting.

The science behind Business ChemistryBusiness ChemistryBusiness ChemistryBusiness Chemistry reveals four dominant

patterns of human behavior, each with

a constellation of traits that are

statistically correlated with one

another. Most people naturally exhibit

behaviors and preferences that

strongly align with one, or sometimes

two, of these patterns.

We call these patterns theDriver, the Pioneer, theIntegrator, and the Guardian.

DriverDriverDriverDriver

Likes logic, systems,and laser focus ongoals

DIRECTQUANTITATIVECOMPETITIVELOGICALFOCUSEDTOUGH-MINDEDEXPERIMENTAL

PioneerPioneerPioneerPioneer

Likes variety, possibilities,and generating new ideas

NOVELTY SEEKINGBRAINSTORMERSPONTANEOUSADAPTABLEENERGETICIMAGINATIVENETWORKED

IntegratorIntegratorIntegratorIntegrator

Likes personalconnection and seeinghow the pieces fittogether

RELATIONSHIP-ORIENTEDCONSENSUS-ORIENTEDEMPATHETICAMBIGUITY-TOLERANTDIPLOMATICHELPFULTRUSTING

GuardianGuardianGuardianGuardian

Likes concrete detailsand stability; theyrespect what is tried andtrue

METHODICALREALISTICSTRUCTUREDRESERVEDDETAIL-ORIENTEDCAUTIOUSLOYAL

Chemistry:Chemistry:Chemistry:Chemistry: That hard-to-define,yet impossible-to-ignore elixir of greatrelationships and effective group dynamics.

Business Chemistry Results Report for Philip Dana - Baseline: Business (U.S.) 2®

You are most closely aligned withthe DriverDriverDriverDriver pattern, though you alsohave alignment with the GuardianGuardianGuardianGuardianpattern, when compared to theBusiness (U.S.) population.

In particular, you tend to be exacting, competitive, punctual, and

networked. You are also skilled at synthesizing ideas and facts, easily

frustrated by people and things that waste your time, and someone who

feels a strong sense of duty to society.

Compared to the Business (U.S.)

population, you are significantly more

aligned than average with the Driver

pattern, more aligned than average with

the Guardian pattern, less aligned than

average with the Pioneer pattern, and

significantly less aligned than average

with the Integrator pattern.

DriverGuardianPioneerIntegrator

Your Defining Traits

P e r c e n t i l e s R e l a t i v e t o t h eB u s i n e s s ( U . S . ) P o p u l a t i o n

B u s i n e s s ( U . S . ) A v e r a g e

9 8 %D r i v e r

7 4 %G u a r d i a n

2 6 %P i o n e e r

2 %I n t e g r a t o r

49%

37%13%

1%


Your Most Extreme ResponsesPhilip, when you took the Business Chemistry assessment, your answers wereanalyzed relative to a database of responses from other business professionalsranging from entry level analysts to CEOs.

Understanding your most extreme responses relative to the Business (U.S.) population provides insight into the

observable characteristics that you likely exhibit more strongly than the average businessperson in the U.S.

You more strongly AGREE with these statements than this % of theBusiness (U.S.) population

QUESTION PERCENTILE

I become very frustrated when others don't do things the right way 98%

I thrive on competition 98%

It really bothers me when people are late to meetings 96%

I make it a priority to maintain a large network of personal and professional connections 95%

I consider my workstyle to be more methodical (versus fluid) 93%

You more strongly DISAGREE with these statements than this % of theBusiness (U.S.) population

QUESTION PERCENTILE

I tend to make decisions slowly (versus quickly) 100%

I am musically inclined 99%

I am a careful and meticulous person 97%

My colleagues would say that I am talented at developing original ideas and thoughts 95%

When I make a mistake, I spend a lot of time thinking about what I should have done differently 95%


They're direct, competitive, tough minded, skeptical,quantitative, tech-savvy, experimental, focused, intellectual.They can be uncompromising, focused on logic over the feelingsof others.

Small talk, waiting, indirectness, indecisiveness, self put-downs,moralistic statements

Analytical thinkersConvinced by logic and factsThey look for patterns in complex systemsUnlikely to change their mindsHigh tolerance for risk, when analyzed as logical and rational

Be confident and have a planBe brief; get to the point and head straight for the goalRecognize their achievements and leadership abilitiesDon’t criticize yourselfThey like to spar, so don’t be afraid to fight backThey enjoy puns and paradoxes

“intellect”“challenge”“analyze”“logic”

“ambition”“vision”“debate”“real”

Your primary pattern: DriverDriverDriverDriverPhilip, you are highly aligned with the Driver pattern,but you differ from most Drivers in that you aresomeone who feels a strong sense of duty to society,loyal, and someone who takes time to help others.

WHAT MAKES THEM TICK

WHAT TICKS THEM OFF

HOW THEY MAKE DECISIONS

HOW TO ENGAGE THEM

WORDS THAT WOO DRIVERS

Likes logic, systems, and laserfocus on goals

DID YOU KNOW?

Drivers have two common sub-types. TheCommander is more outwardly focused anddirective in their working style, while theScientist is more introverted, focusing ontheir ideas and inventions.Your Driver sub-type percentiles relative tothe Business (U.S.) population:

EXTREME DRIVER MOTTOS

"Sugarcoating is for cupcakes. This isbusiness.""Be quick. Be smart. Be gone.""We're competing. I'm winning.""My project, my rules.""What's your point?""Enough schmoozing. Get back to work."

Y O U R P E R C E N T I L E

B U S I N E S S ( U . S . ) A V E R A G E

COMMANDER 100%

S C I E N T I S T 5 0 %


They're methodical, meticulous, realistic, reserved, loyal,respectful of hierarchy.They can be exacting, moralistic, and inflexible.

Tardiness, disorder, lack of planning, high level theory, disloyalty,extravagance

Process decisions in a methodical, cautious, and deliberate wayTend to be frugalComfortable with the familiarRarely change their mindsRisk averse and tend to appreciate benchmarks and bestpracticesCan be slower making decisions because they want to checkevery detail

Present concrete facts, proven principles, established practicesBe orderly and calmMake unemotional argumentsMake and stick to plansAppreciate their need for detailsBe prepared to field many questionsMinimize risks and uncertainties

“organize”“precise”“stability”“facts”“honesty”

“respectable”“appropriate”“ought/should”“values”“trust”

Your secondary pattern: GuardianGuardianGuardianGuardianPhilip, you are somewhat aligned with the Guardianpattern, but you differ from most Guardians in thatyou are networked, a brainstormer, and someonewho feels a strong sense of duty to society.


WHAT TICKS THEM OFF


HOW TO ENGAGE THEM

WORDS THAT WOO GUARDIANS

Likes concrete details andstability; they respect what istried and true

DID YOU KNOW?

Guardians are naturally the most introvertedtype. They view silence as a productive andimportant part of any conversation, as itgives them time to think before they speakand plan their words carefully.

EXTREME GUARDIANMOTTOS

“Rules were made for a reason.”“If it ain’t broke…”“Do it right or don’t do it at all.”“Show me the data.”“Trivia night is my jam.”“Bringing order to the universe onespreadsheet at a time.”


They’re idea generators, spontaneous, adaptable, energetic,novelty seeking, networked, imaginative.They can be excitable, self-promotional, and easily distracted.

Structure, moderation, process, details, repetition, limits,moralizing

Receptive to new ideas and approachesOpen to changing their mindsMake quick decisionsAre more comfortable using their intuitionHave a high tolerance for risk

Be lively and open to exploring ideasBrainstorm using visualsEmphasize fun, freedom, and adventureBe daringPresent imaginative materials without much detailHear them out; they often think while speakingMeet them in unusual environments

“venture”“innovate”“exciting”“create”“energetic”“free”

“new”“passion”“active”“flexible”“variety”

Non-core pattern: PioneerPioneerPioneerPioneerPhilip, you have little in common with the Pioneerpattern, but you share some characteristics withPioneers in that you are networked, a brainstormer,and someone who feels a strong sense of duty tosociety.


WHAT TICKS THEM OFF


HOW TO ENGAGE THEM

WORDS THAT WOO PIONEERS

Likes variety, possibilities, andgenerating new ideas

DID YOU KNOW?

Pioneers are the chameleons of the BusinessChemistry spectrum; they are comfortablechanging their approach and are veryappreciative of colleagues with diverseskillsets.

EXTREME PIONEER MOTTOS

“Carpe everything.”“Why not?““Rules were made to be broken.”“Have fun - it’s just work!”“Challenge the status quo.”“Dream big, brainstorm often.”


They’re relationship-oriented, empathetic, consensus builders,dutiful, nonlinear, helpful, trusting.They can be indecisive, too focused on consensus and reluctantto create conflict.

Confrontation, aloofness, interruptions, aggressiveness,bragging, competition

Understand through storiesRead the atmosphere as well as the factsCan change their mindsRisk tolerance is low, but they’ll go along with the groupCan be slower making decisions because they weigh all thepossibilities and want everyone to be on the same page

Listen actively, lean forward, make eye contactBe friendly, authentic, personalConnect individual actions with big picture objectivesBalance facts with ideas and emotionsOffer supportShare your own feelings to bond with themTell stories about people

“authentic”“sensitive”“alliance”“kind”“read”“learn”

“compassion”“intuition”“interpret”“cooperate”“down the road”

Non-core pattern: IntegratorIntegratorIntegratorIntegratorPhilip, you differ in most ways from the Integratorpattern, but you share some characteristics withIntegrators in that you are someone who feels astrong sense of duty to society, loyal, and someonewho takes time to help others.


WHAT TICKS THEM OFF


HOW TO ENGAGE THEM

WORDS THAT WOO INTEGRATORS

Likes personal connection andseeing how the pieces fittogether

DID YOU KNOW?

Integrators have two common sub-types.The Teamer is highly collaborative,disciplined, and energetic. The Dreamer ismore inwardly focused, contextual, andreflective.Your Integrator sub-type percentiles relativeto the Business (U.S.) population:

EXTREME INTEGRATORMOTTOS

“It depends.”“A cigar is never just a cigar.”“Relationships come first.”“Consensus rules.”“Let’s connect.”“Consider the context.”

Y O U R P E R C E N T I L E

B U S I N E S S ( U . S . ) A V E R A G E

T E A M E R 5 0 %

D R E A M E R 0 %


Shared Traits

The below graphic depicts the unique characteristics of each typeas well as traits that are shared between two types.

When developing hypotheses about another individual’s Business Chemistry type, theseshared characteristics are a useful tool to facilitate the process of elimination and to help youzero in on a single type or two likely types.


Interacting with other types

As a primary DriverDriverDriverDriver, you should consider the following when interactingwith other Business Chemistry types.

If you’re meeting with a...If you’re meeting with a...If you’re meeting with a...If you’re meeting with a...

DriverDriverDriverDriverYou appreciate each other’s directness and both enjoy debating, but you mayquestion who’s in charge.

DO

Engage in discussions involving logicalthinking and debateTalk directly, say what’s on your mind

DON’T

Have tunnel vision and ignore contextDiscount the human implications of decisions

PioneerPioneerPioneerPioneerBoth of you can be inventive. Pioneers will appreciate your decisiveness but willneed time to explore possibilities.

DO

Explore big ideas, even if they seemimpracticalHelp provide the facts to support the theory

DON’T

Be overly direct or skepticalFocus too much on logic and not be open topossibilities

GuardianGuardianGuardianGuardianYou both thrive on facts and data. Be patient with a Guardian’s need to get intothe details.

DO

Be specificGo through all the details, even if you’vealready reached a conclusionHelp them see the big-picture

DON’T

Show your impatienceDownplay the importance of tried and trueideasShort circuit the process

IntegratorIntegratorIntegratorIntegratorDon’t be so focused on your goal that you forget to connect with an Integrator ona personal level.

DO

Discuss abstract concepts and generateideasHelp them make a decision

DON’T

Skip the small talkBe blunt or too directNeglect to consider the context and thehuman implications


TOOLS FOR YOUto keep Business Chemistry top of mind!

businesschemistry.deloitte.combusinesschemistry.deloitte.combusinesschemistry.deloitte.combusinesschemistry.deloitte.com

Use Biz Chem 20 Questions to create a hunch and

take the first step in changing the way you communicate.

businesschemistryblog.combusinesschemistryblog.combusinesschemistryblog.combusinesschemistryblog.com

Join the conversation and share your thoughts on how Business Chemistry can provide

unique business insight, shed light on team dynamics, and shift perspectives of how

our similarities and differences can help teams achieve their goals.

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