Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

The quadrant diagonally opposite the controller is the people-oriented, easygoing
quadrant. These are people who are easy to be with, relationship-oriented,
have a win-win attitude, and make time for others. They are accepting and prefer
being with people who will accept them and work toward consensus. We call this
style the collaborator.
The task-oriented, easygoing quadrant refers to people who have a “show me”
attitude. They are inquisitive, persistent, detail-oriented, introspective, and prefer
proven alternatives. Logical thinkers, they are quality conscious and prefer to analyze
situations, others, and themselves. Therefore, we call this style the analyzer.
The people-oriented, take-charge quadrant describes people who thrive on
change. They can easily change direction, change a plan, or change their minds.
They are outgoing, fun-loving, expressive people and prefer to generate ideas,
avoid the routine, and get involved in everything. They enjoy meeting people
and are usually the first to introduce themselves. We call this style the socializer.
Grab a pen and circle the following words for each style in the figure. These key
words will help you get a quick picture of each style. In the controller quadrant,
circle the word “competitive.” Controllers can make competition out of anything
from mowing the lawn to being the first to arrive at the airport luggage carousel.
This may manifest itself with one of your clients wanting to have the best department
or taking a project over from you.
In the analyzer quadrant, circle “quality-conscious.” Analyzers are first and foremost
interested in quality. You will hear them say, “If you can’t do it right, don’t do
it.” An analytical-style client will want you to prove as much as possible that what
you are about to do will certainly work.
In the collaborator quadrant, circle “win-win attitude.” Collaborators want to
ensure that everyone is happy. They work toward a true team spirit. You will see
collaborators offering to help others at your client’s place of work. They are often
the ones who start collections for the employee who had a baby or initiate holiday
parties.
And in the socializer quadrant, circle “outgoing.” Socializers want and need people
around them. You will see them in extended conversations at other colleagues’
desks, on the phone regularly, or meeting and greeting people as they come to
work. They may tend to be late in the morning or returning from lunch. It is usually
because they have been chatting with someone—perhaps resolving a problem
A Client in Hand Is Worth Ten in Your Plan: Will Your Clients Market for You? 199