10 
Plan 
The personality profiling charts on the following pages can be used to understand 
people s motivations and preferences, then form effective strategies for interacting with 
them throughout the site-building process. 
Use the following chart to determine a person s personality type: 
Ego- 
  Results-
  Relationship-
  Details-
oriented 
oriented 
oriented 
oriented 
Personality 
Talks, laughs 
Communicates 
Asks questions. 
Asks clarifying 
loud. Not a good 
clearly. 
Easygoing, 
questions. Quiet. 
listener. 
Courteous 
relaxed 
Serious, 
Friendly, 
demeanor. 
demeanor. 
businesslike 
enthusiastic 
demeanor. 
demeanor. 
Clothing 
Flashy clothes, 
Appropriate 
Comf ro tably 
Meticulously 
bright colors. 
clothes, nothing 
dressed, tends to 
dressed. Shoes 
flashy. 
under-dress. 
shined. Perfect 
makeup. 
Office 
Cluttered and 
Clean, w ro k-
Posters, personal 
Well-organized. 
unorganized. 
oriented. Maybe 
mementos in 
Diplomas, awards 
Pictures, 
pictures, 
office. Office may 
on wall. 
posters, slogans 
probably not. 
be cluttered. 
on walls. 
Typically found  Sales, PR, 
Management, 
Upper 
Accounting, Law, 
in: 
Entertainment, 
entrepreneurial 
management, 
Architecture, 
Politics. 
roles. 
large 
Writing, 
organizations, 
Purchasing. 
HR. 
  
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