Tanya: There are 12 different driving forces and we like to look at the top 4 for each person. And it’s kind of where you start to see whether someone values doing a lot of research versus making their decisions based on intuition, or whether they value collaborating, or whether they value doing things the way they’ve always done versus thinking outside the box. It’s kind of just these different trade-offs of what values people bring in. So we kind of like to see how they line up.
And it’s important because if you share these driving forces with your potential business partner or your current business partner, it means that you’ve removed a lot of the barriers for understanding. If you’re working with somebody who is resourceful, and this is someone who for example they only like to do something if they can see the return, so they don’t want to spend any time, money, or effort on something unless they can see that they’re going to get a return on that. And if the two of you feel the same way about it, it’ll be easier for you to understand initiatives and ideas that each of you are bringing to each other. But if you are opposite in that area and one person is altruistic, meaning that they like to do things because of…they feel like it’s for the common good and the other person doesn’t have altruistic in their top four driving forces, it’s not going to be immediately obvious to them what the benefits are of doing that.
Michael: Right, right. I’m imagining the, you know, person number one says, you know, partner number one says, you know, “We should do some free financial planning workshops in the community,” and number two says, “Yeah, that’s a great idea because, you know, we can get in front of some great prospects and develop some good business.” And then number one says like, “No, no, no, I just really wanted to give away some free financial planning workshops.” And number two is saying, “Yeah, yeah, because we can get more clients.” Like, “No, no, no, I’m not doing this to get clients, I just wanted to give away financial planning to the community.” And off we go down the conflict road because they’re being driven for different reasons.
Tanya: That’s right. And then the partner just, I just don’t even understand why they would even bring that up. You know, I just don’t even understand why they would bring that up unless you had already done this work. So if you have somebody who has different values than you do, it doesn’t mean you necessarily can’t work together. Because maybe once you understand that, you could even, like, maybe frame it differently when you bring up the idea. So you say like, “I want to go and give free financial planning services to the public. And look at all the publicity we would get from that that would be free that I think would drive this other part of our business,” or something like that.
Michael: Right. Like, if I want to get my resourceful partner on board, I can’t just talk about how it’s wonderful pro bono work because that’s what I believe in, I’ve got to get them on board, which means I’ve got to at least show, “Hey, you know, I know, I get it, you’re really resourceful, so here’s some of your resourceful benefits to check the box for you while I’m going to push for this pro bono thing because it’s the altruistic part for me.”
Tanya: But having said that, we find that if partners don’t have many values in common, or if they have many in opposition because there are six pairs in opposition, if they have a few in opposition, that can make it a lot…it really puts up a lot of roadblocks to their communication.