What We See…

• Viewed as “wet blanket” on new ideas

• Appear negative

• Can make great ideas happen

• Secure, sensible, consistent

• Not afraid to ask questions

• Laser-focused on being precise

• Not quitters

• Deliver on time and on budget

• Immature = overly critical

• Master of processes

• Asks good questions

• Custodians of truth ("show me the data”)

• Competency is a big driver

• Immature Guardians

• Don’t always have best tone or tact

• Drive for truth causes them to neglect the person behind the truth

• Can lose influence due to frustration with people

• People can begin avoiding them or discrediting them

• Hard for them to know what it's like on the other side of them

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Strategies

• Need to know destination and steps before moving

• “I’m not here to make life miserable...just trying to help.

• Always asking

         ”Is this worth the risk?”

         "What the worst-case scenario?

         "Have we done our due diligence?

• Will shut down if there is unnecessary, incompetent behaviors

• Need to respect  their competence and desire for order/systems

• Let them ask questions and embrace the motive behind them

• Champion what they value / Value who they are, what they do

• When talking to them, get to the point

• Once they know details and embrace vision, get out of their way

• Go out of your way to make sure they know you truly value them

• Help them see what it's like to be on the other side of them

• Coach them through better responses

• Need to feel heard and valued through frequent affirmation

• Give them space to be them at their best

• "What are your top (  ) questions?”

• Help them "shift gears" for personal time (tend to be heavy 4th and 5th gear)

• Conservative Leaders and wired to question change

• Love discipline, systems, and infrastructure

• Live by logic and facts

• Needs proof before moving forward

• If it isn’t broke, why fix it? / Protectors of what is working

• Tend to be skeptical

• “People would be astonished if they knew how smart I truly am.

• Gets frustrated listening to lengthy proposals or stories

• Can detach personal sentiment and made tough decisions

• Appreciate the early work you put into clarifying expectations and success

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What They Need to Hear From Us:

• “We need your questions...they make us better!”

• “Keep asking different questions.”

• “We promise to stay engaged with your questions…”

• “Thank you!”

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Rules of Engagement…3rd

 

Weapon…Interrogation

• Launching into multiple, rapid-fire questions. Some questions will seem negative and only for slowing down progress.