Built for Growth: How Builder Personality Shapes Your Business, Your Team, and Your Ability to Win (Chris Kuenne and John Danner, 2017)

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Builder personality
  1. Driver (Apple)
    • Motivation
      • Relentless, commercially focused, highly confidence.
      • Born entrepreneur, cannot stay employed for long.
    • Decision-making mode
      • Initially intuition-based, then seeks data and other external points of reference.
    • Management approach
      • Hands-on, directive, exacting with low or no tolerance for failure.
    • Leadership style
      • Results- and outcomes-focused, attracts high performers and scares off weak followers.
    • Strengths
      • Intuition and fact-based analysis anticipate market earlier than competitors.
      • "I know what customer wants, trust me".
      • Tenacity, ambition, and clear focus.
    • Weaknesses
      • Missed market shifts with over-identifications.
      • Impatience with people who do not get appeal to your idea.
      • Issues with empowering expanded team.
    • Growth strategy
      • Converting ideas into product.
        • Market sensing.
        • Product-market fit.
        • Product narcissism.
      • Galvanising individual talent for collaborative impact.
        • Attracts experts.
        • Over-controlling and under-forgiving.
        • Alignment challenges with less driven and market-sensing team members.
      • Transforming buyers into partners.
        • Superior solution.
        • Passion and drive to solve customers' problems.
        • Impatience with less innovative customers.
      • Aligning financial and other supporters.
        • Strong product-market fit.
        • Excellent early customer references.
        • Hubris-to-enterprise valuation gap.
      • Elevating the business.
        • Intense drive for success.
        • Difficulty with empowering others.
    • Improvements
      • Shift from product creator to market scout.
      • Don't expect everyone on your core team to share your passion and intensity.
      • Don't let your product narcissism lead to innovation complacency.
      • Admit you may not be the best salesperson for every prospective customer.
      • Watch your hubris-to-valuation gap with financial sponsors.
    • Partnership
      • Driver + driver = no
      • Driver + explorer = neutral
      • Driver + crusader = neutral
      • Driver + captain = yes
  2. Explorer (Facebook)
    • Motivation
      • Curious, systems-centric, dispassionate.
      • Build business from scratch, problem solvers.
      • Entrepreneurship as systematic way.
    • Decision-making mode
      • Highly motivated and systematic, a born problem solver.
    • Management approach
      • Hands-on and directive, expect everyone to be as systematic and curious.
    • Leadership style
      • Attracts similar deep knowledge.
      • Accept freedom management.
    • Strengths
      • Systems thinking and analytics.
      • Scaling on the system side can be easier.
      • Focused on constant improvement and solving the next problem.
      • "What system is at play here?" :Understands fully.
    • Weaknesses
      • Scaling on the people side may be problematic.
      • Brusque and impatient
      • May be solving strategically less important problems.
    • Growth strategy
      • Converting ideas into product.
        • Is curious and a systems thinker.
        • Develops breakthrough solutions to important problems.
        • Can lose interest after cracking the code.
      • Galvanising individual talent for collaborative impact.
        • Attracts expert talent.
        • Can be autocratic and impersonal.
        • Can be too tough on team members.
      • Transforming buyers into partners.
        • Solves complex and commercially important problems.
        • Can become impatient with less sophisticated customers.
      • Aligning financial and other supporters.
        • Looks for systematic fit and is rigourous.
        • Has difficulty achieving alignment on non-financial issues.
      • Elevating the business.
        • Focuses on systematic approaches.
        • Has difficulty emotionally inspiring and engaging a broad team.
    • Improvements
      • Delegate more and sooner.
      • Focus on next-generation solutions and beyond.
      • See the system aspects in other softer issues.
      • Share the ball.
      • Delegate to C-level buffers.
      • Show a little more humanity.
    • Partnership
      • Explorer + driver = no
      • Explorer + explorer = neutral
      • Explorer + crusader = yes
      • Explorer + captain = yes
  3. Crusader (Google)
    • Motivation
      • Audacious, mission-inspired, compassionate.
      • Desired to make the world a better place.
      • Solve problems matters to the society.
      • Create a mission-based company.
    • Decision-making mode
      • Highly intuitive and driven from an emotional senses.
    • Management approach
      • Guided by founding mission and allow under-performers.
    • Leadership style
      • Attract talents but not directing them in a systematic manner.
    • Strengths
      • Inspires with bold vision.
      • Willing to delegate.
      • Comfortable with flexible, creative workplace environment.
      • Has personal touch.
      • "Keep your eyes on the prize!"
      • "We will figure out a way to make it happen"
    • Weaknesses
      • Difficulty with translating vision to physical to-dos.
      • Vulnerable in hiring.
      • Conflict avoidable led to problems fester.
    • Growth strategy
      • Converting ideas into product.
        • Engages in and addresses meaningful challenges and opportunities.
        • Is keenly aware of misaligned interests.
      • Galvanising individual talent for collaborative impact.
        • Attracts and inspires others through charisma.
        • Forges deep, trusting relationships.
        • Avoids conflict
      • Transforming buyers into partners.
        • Forges deep, trusting relationships.
        • Assumes all revenue is good revenue.
      • Aligning financial and other supporters.
        • Attracts like-minded backers.
        • Requires patient capital to realise the long-term vision.
      • Elevating the business.
        • Has an audacious mission with significant scale potential.
        • Has difficulty translating why to how.
    • Improvements
      • "Press the flesh" with your current and prospective talent.
      • Be the chief listening officer.
      • Use your brand and culture to transmit your mission and transcend your limitations.
      • Hire or partner with an operator to be your alter ego.
      • Don't allow personal loyalty to inadvertently compromise growth.
    • Partnership
      • Crusader + driver = no
      • Crusader + explorer = yes
      • Crusader + crusader = neutral
      • Crusader + captain = yes
  4. Captain (HP)
    • Motivation
      • Pragmatic, team-enabling, direct.
      • Team assembler.
      • Sustainable business with maximising of individual's potential.
    • Decision-making mode
      • Dispassionate and focused on growth.
    • Management approach
      • Direct, honest, and consistent.
    • Leadership style
      • Empowers others through honesty and transparency.
      • Consensus-driven.
    • Strengths
      • Empowering with accountability.
      • Encourage team member candor.
      • Willing to share credit.
      • "Bubble-up" vs. top-down creativity.
      • Collaboration beats dictatorship.
    • Weaknesses
      • Comfort with delegating can remove captain from important frontline developments.
      • May allow search for consensus to postpone fast decisions.
      • Focus on steady improvement may miss big-scale outside trends.
    • Growth strategy
      • Converting ideas into product.
        • Pragmatic approach.
        • Adopts incrementalism over innovation.
      • Galvanising individual talent for collaborative impact.
        • Empowered team over star talent.
        • Able to make tough people decisions.
        • Over reliant on consensus.
      • Transforming buyers into partners.
        • Delivers value consistently.
        • Is transparent and direct.
        • Tendency to satisfy rather than innovate.
      • Aligning financial and other supporters.
        • Deliver results.
        • Recruits, managers, and directs strong team.
        • Can get crosswise with aggressive investors.
      • Elevating the business.
        • Focuses on execution.
        • May miss market shifts in fast-moving industries.
    • Improvements
      • Keep out for the next champion in your solid team.
      • Share the captain's chair and taken on an apprentice.
      • Have a clear line between listening and consensus building.
      • Consensus have its limitations.
      • Push the team the innovate.
      • Always use personal example.
    • Partnership
      • Captain + driver = neutral
      • Captain + explorer = yes
      • Captain + crusader = yes
      • Captain + captain = neutral
Find out your profile by taking this quiz: https://builtforgrowth.com/quiz/

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