What are controllers like?

The I-control mindset is characterised by being results orientated and happier with thinking rather than with action. People with this mindset feel driven to create order.  Here’s a typical BrainMap for someone who has this way of thinking

I-control BrainMap

Controller's BrainMap

This way of looking at the world combines the characteristics of front brain thinking – looking foward, managing complexity, empathy – with the sequential characteristics of left brain thinking which deals with parts in an orderly and timely way and tends to be verbal rather than visual in its ways of processing information.

Because people like this tend to be organisers and analysers interested in detail they demonstrate precision thinking.

  • Predictable
  • Planners
  • Realistic and Balanced
  • Logical and sequential
  • Rational and Methodical

They can be recognised by being tidy and organised in their dress and environment and they are always focusing on the detail.

If you want to influence or sell to this type of person take time to prepare a logical case, offer alternatives and frame what you’re presenting so that the offer you favour is seen as being less risky and offering more control over the situation.

On no account try and use charm – they’ll be immediately suspicious. “Just give me the facts”.

They have a real role to play in business development – if you want to build your business past a small tribe of hunter-gathers you will need someone in your senior team who LIKES doing process. Without them you’ll continue to bump along the bottom.

Their focus is always on winning time to improve quality – doing less and accomplishing more. They simply don’t get what drives explorers who want to do new things for the sake of it.

To develop your skills in this area do things that force you to organise – build a collection, write a book, manage a project.

To find out more about how this mind set operates and the role it plays in company development have a look at this presentation.

Remember-  you can buy your own BrainMap here.

What are explorers like?

Explorers are visionaries and early adopters. They explore options,  find hot-spots, are interested in R & D. They are excited about living the question.

Some are just pure explorers,  some are more interested in exploring new ways of relating to other people, while some are more interested in developing new systems. The highest expression of this trait is those rare souls who are interested in blending people and systems skills to build robust and sustainable systems.

This mindset is future orientated, self  motivated and is the most comfortable with complexity and ambiguity – at a premium in today’s business environment.

Tends to travel light and be focused on tools that help leverage the individual’s ability to get things done. Smart phones, how to use the internet for communication and collaboration – stuff like that.  Will always dress functionally – this can mean rohan or a good suit for a necessary business negotiation.

Field independence is what this mindset is all about.

Sometimes has trouble dealing with people who can’t keep up and will typically try and get a negotiating advantage by reframing or changing the context.  If you want to sell to them stress newness, possibilities and say you’ve chosen them because they’re well known to be opinion formers.

This is the first of 4 thumbnail sketches of the main archetypal behaviour styles the BrainMap describes. We’ll go on and consider how they relate to each other later – and what this means for your communication strategy.

If you would like to explore the BrainMap for yourself you can buy one here.

A BrainMap for your team?

The BrainMap is  a tool to help us understand ourselves – and to understand that not everyone else sees the world the way we do.

For instance if you are a visionary like me then you can cope with detail up to a point but in many ways you’d rather not.  So if you’re talking to someone who’s seriously analytic you won’t normally give them all the detail they want and they may see you as a bit of a light weight.

If  however you know that this is what is going to happen you can take the trouble to prepare.

The BrainMap model suggests that we each have an individual balance point where we feel most comfortable between exploring, analysing, hunting and building relationships.  Sometimes it’s instructive to do it for the whole team so that you can see which bases are well covered.  It can be a really good ice-breaker at your next away day – particularly if you draw the BrainMap on the ground and get people to stand on their own positions.  Then you can see whether you’re an accountant short of a management team – to coin a phrase.

Here’s an example to give you the flavour of how it works.

Team BrainMap

Do you have a balanced management team?

The Green blob is me  the others are an imaginary team – as you can see we’re a bit thinky and a bit right brained. We could do with a strong results driven salesman to put some fire into the team – maybe.

If you would like some more information on this contact me through our enquiry form