BARBARA (explorer)
Line of Business President in a global Pharma company
She’s dynamic, a rising star. She has just been promoted to her new job. (Business archetype: explorer)
Line of Business President in a global Pharma company
She’s dynamic, a rising star. She has just been promoted to her new job. (Business archetype: explorer)
personality traits: adventurous, novelty-seeking, creative, willing to take risks; spontaneous, often impulsive; heightened energy; curiosity; creativity; optimism; enthusiasm; mental flexibility. Disorganized. Gets bored easily when not absorbed in something that intrigues her. Wide range of interests. Determined to “make her mark” in the business…has a history of achievement and expects to achieve even more. Adaptable and practical, she can work with what she has to get things done. Non-conformist, she trusts her impulses and believes that “nothing ventured, nothing gained.”
Barbara is new to the company, the industry, and her role. She’s a confident, aggressive woman, but she needs to prove herself and do it quickly. She doesn’t have a lot of respect for, or interest in, consultants at the start of the meeting because she thinks they’re just trying to sell her something. But she feels she has to take the meeting, both because her colleague has recommended she speak to the team, and also because Deloitte has been working at the company and she thinks she might be able to get some sort of information that could be useful because of that.
DAVE (builder/negotiator)
Lead Client Service Partner
A seasoned partner, been with the firm for 30 years. He is more academic looking, “educated working class”, his briefcase may be a little frayed, suit not so expensive.(Business archetype: builder/negotiator)
personality traits: self-confident, relaxed, social, persistent, loyal, respects authority and follows rules, likes facts and is orderly. He is conventional, respects tradition, skilled at building social networks and managing people in family, business and social situations. He likes to plan ahead and pursue specific goals in a precise, linear, step-by-step way. He’s reliable. Worried about his reputation, appearances matter to him.
Superior verbal skills, agreeable, skilled at seeing many angles of a problem, can connect disparate facts to think contextually and holistically.
He is an experienced partner so he’s met with many executives before. He’s comfortable in this environment. He wants to increase the amount of work that Deloitte sells at the client, and he knows that Barbara is an important person for the team to have a relationship in order to sell future work. Shift in mindset between the first way they approach the meeting, and the “Other” way. In the first one, Dave and team have an underlying agenda that they want to establish Deloitte’s credibility and demonstrate expertise, and figure out if there’s potentially a project there for them to sell. The second way, the attitude is very much geared toward how Deloitte can help her, completely independent of whether or not there is work there for Deloitte.
JIM (director/builder)
Lead Consulting Partner
JIM (director/builder)
Lead Consulting Partner
He’s recently been promoted to partner. He’s aggressive, ambitious, single-minded, focused on selling. He will be the partner leading the engagement if it sells. He has both Pharma industry expertise and business process management functional expertise. (Business archetype: director/builder)
Personality traits: direct, decisive, focused, single-minded, analytical, logical, exacting, emotionally contained and good at strategic thinking. Bold and competitive, extremely achievement oriented. Excels at figuring out machines, mathematical formulas or other rule-based systems. He may have an unexpected musical talent, like composing. He is very resourceful. Skilled at building social networks and managing people in family, business and social situations. Worried about his reputation, appearances matter to him.
He is a new partner so still feels the need to prove himself and build his book of business, but he’s also a little cocky because he has a history of success and can tend to think that his way is the “right” way. He wants to sell a project to Barbara which he would then manage and “deliver”, and would be the person on the ground leading a future Deloitte team. He has not worked at MANUCO before but has deep, relevant experience in the industry
SUE (director)
Strategic Relationship Manager
She’s the relationship manager who works across all engagements in the account. She’s smart and serious but personable—clearly an extrovert who is comfortable working a room. (Business archetype: director)
Personality traits: direct, decisive, focused, single-minded, analytical, logical, exacting, emotionally contained and good at strategic thinking. She is deeply focused in her expertise area, which is compliance (very rules based). She has worked at MANUCO before, but only in one small part of the organization.
