Management Drives

Introduction
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Management Drives - Summary

Management Drives is a powerful approach to individual and team development. The system provides a genuine
awareness of your:

 Drives: those key triggers that motivate you to act, think and react and which influence your
behaviours at work and your communication with others
 Rejections: those behaviours, tasks, or environments that cause frustration, block communication
and create tensions
 Energy balance: the situations in which you will feel a real buzz of energy and enthusiasm and those
that will drain and demotivate

The approach benefits from being hugely perceptive, yet easy to grasp and is applicable to:

Exec

Board

Sales
Finance
HR
Operations

Individuals Teams Organisations

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Key Business Benefits
Management Drives offers much more than a simple glimpse into how we operate at work.

Rather, it enables a business to significantly impact performance:

 Translating HR strategy into reality

 Fulfilling business growth potential

 Ensuring teams are agile and able to deal with change

 Creating and sustaining more productive and engaged employees

 Developing strong, consistent Leadership styles

Management Drives provides the vehicle for really understanding, and therefore managing behaviours at work.
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Realising Key Benefits

The power of the Management Drives approach lies in the ability to:

 take the understanding gained from the individual profiles and

 translate it into practical, deliverable programmes that address existing business challenges
 whilst recognising and working with the strengths and vulnerabilities of individuals and teams.

Whether you are bringing together a new team, integrating recently merged businesses, delivering a major
project or developing leadership skills, Management Drives provides the vehicle for truly achieving the goal.

Because Management Drives is able to

recognise, embrace and explore the
differences between us all – it provides a deep
understanding of how to improve and sustain
communication and collaboration.
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Key Business Applications: Sales Performance

Management Drives is a very practical approach to generating improved co-operation between groups of
individuals.
In a Sales environment:
 gaining a better understanding of your customers
 establishing rapport
 understanding their needs and
 meeting their expectations
will result in improved commercial success. Building mutual understanding with people external to your organisation
and maintaining those relationships is key to delivering the business growth potential.

Management Drives enables sales teams to not only

understand their strengths and possible blind spots but also to
adjust their focus to suit the client; plan the approach, adapt
the communication, think through the account plan – all with
the Drives of the customer in mind.

When a client feels understood, trust develops and the sales

process is supported in a positive, genuine manner.
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Key Business Applications: Agility of Approach

Corporate change is more rapid than ever– and it is widely recognised that successful organisations of the future will
be those that are highly adept at adapting to constantly changing circumstances.

Achieving this relies on:

 a cultural openness to change,
 an adaptable mindset and
 a clear understanding of the best way of adjusting and moving forward, given new challenges.

People and the culture of the organisation are obviously

key – so having an easily accessible understanding of
how change can be managed, encouraged and mastered
is invaluable in terms of negotiating the new business
landscape.
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Key Business Applications: Enhancing Engagement

Every business strives to harness the creative, positive energy that comes from a highly engaged, effective set of
employees.

When the team is passionate about what they do, their energy and enthusiasm becomes a real driving force which
directly impacts business performance.

Management Drives underpins effective communication throughout the

business, thus ensuring that all team members feel valued.

By providing a better and deeper understanding of those around you

along with a simple, non confrontational language for communicating; a
constructive method for approaching tasks and teamwork emerges.

The result?
Increased satisfaction at work and enhanced levels of engagement.
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Key Business Applications: Developing Leadership

“Research tells us that the single most important determinant of individual performance is a
person's relationship with his or her immediate manager” Marcus Buckingham, Now Discover Your Strengths

The understanding that Management Drives provides, enables Managers to rapidly identify how to inspire,
encourage, lead and manage teams.

Knowing how to engage and relate to those around you is key to improving performance.

Whether
 bringing together a new team under a revised corporate structure
 joining an established team in a Leadership role
 creating and communicating a revised strategic vision for the current team
 reinvigorating a demoralised group;

the appreciation of those with whom you are working, along with an ability to empathise and relate, and a
knowledge of how to inspire and lead is an exceptionally powerful mechanism that truly impacts Leadership
performance.
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Management Drives - Background
Based on the Values Theory of Dr Clare W Graves (1914 – 1986), Management Drives uses a single profile to provide
individual understanding.
This then builds through team appreciation into a framework for positive action and improvement in an
environment of trust, openness and mutual support.

Graves’ research concluded that:

 Drives originate from the way we look at the world – our “world view”

 People are motivated by their own Drives or value systems - the innate tendencies that motivate a person
towards one course of action or another

 People have more than one drive and more than one world view:
 Sometimes they work together, sometimes in conflict
 Each person’s profile – their particular combination of drives - is unique
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Management Drives

We measure six Drives, each represented by a colour:

Green represents the Drive Yellow represents the Drive

which gives priority to people which seeks to analyse,
and social relationships understand and comprehend

Orange represents the Drive

dedicated to pursuing progress,
performance and results

Purple represents the Drive that

Blue represents the Drive
seeks safety and familiarity,
that brings certainty,
respecting what is already
clarity, order and structure
Red represents the established
Drive that demonstrates
speed, power and
decisiveness
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Management Drives
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Individual Profile – Unique to You

Your profile is unique to you – rather like your finger-print.

Management Drives reflects the subtleties of your character in terms of your motivations or triggers for action but
also what frustrates and drains energy from you.

As each profile is unique, feedback is tailored to the individual and

provided only by trained Management Drives practitioners.

We provide comprehensive materials to support and embed concepts

and key messages, enabling the comparison with others.

However rather than provide a standard report, we work with individuals

to truly discover the significance of their profile to them.
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Individual Profile – Unique to You

The Logic provides an understanding of your key Drives.

You may have one major Drive or maybe a combination of five; the Management Drives approach has the flexibility
to really reflect those nuances – which in turn means that individuals readily identify with their profile.

Perhaps you are driven by both Order

(Blue) and Results (Orange), resulting in
a degree of inner tension?

In this case you want to create clarity and

structure and have a process that all
should follow, and yet you wish to achieve
the goal and so may feel the need to be
pragmatic on occasion.

This is a classic example of the tensions we

can all feel within ourselves.
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Individual Profile – Unique to You and your Environment

One of the key advantages of using Management Drives is the understanding it provides not only about an
individual’s Drives but also those behaviours, tasks or environments that create barriers or frustrations.

This is a fascinating aspect of a profile; often influenced by the circumstances that an individual is currently
experiencing. It illuminates “the other side of the coin” and people invariably relate to the insight it provides.

It is of some surprise to many participants

that a Drive can appear in their Logic and
yet they have a rejection of it. Yet, it
happens in the majority of profiles.

At a simple level, it is the reflection of

seeing both sides of a coin: for example an
acceptance of Structure (Blue) and a
rejection of excessive Bureaucracy (Blue).

However, there is often an underlying

cause of the rejections, which are
influenced by the current environment in
which the individual is working.
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Management Drives: True Team Dynamics

Any number of individual profiles can be combined in order to understand the true dynamics of a group.

This facilitates further understanding of how the group will work together:

 Teamwork?
Are they really a team, or just a group of individuals. Do they as a group have specific blind spots?
Management Drives can provide an assessment of the diversity in the team and explore potential sub-
cultures, tensions or barriers to change

 What behaviours might we expect in this group?

An individual’s behaviour within a team will change, depending on the environment, the task and their
peers. Management Drives identifies the behaviours that can be anticipated from individuals in a given
environment. This is essential to be able to change the performance of a team

 How do we move forward?

When looking at the team rejections and energy balances, Management Drives can identify the areas,
tasks and interactions that this specific team will struggle with. Having this knowledge can then lead to
focussed, directed support to drive change
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Management Drives Summary

We have outlined some of the initial steps that can be taken with Management Drives; the knowledge and
understanding that it brings can be used as the backbone of communication and engagement throughout the
business.

 The Management Drives approach can be fully leveraged across the organisation, bringing benefits not
only internally but also improving interactions with customers, suppliers and stakeholders alike

 Management Drives is committed to further enhancements –

for example a 360 feedback tool has just been launched in
the Netherlands and will be available in the UK later this year

 The approach can be adopted in-house, with training and

extensive support provided, enabling businesses to
incorporate Management Drives principles across internally
developed and delivered programmes.

Thank you for you time

If you have any further questions, please ask!
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Case Study: Improving Sales Performance (1)

Situation
The Head of the retail banking group felt that the make-up of his sales teams
were inconsistent with the bank’s ambitious performance targets

Approach
Over 1500 sales personnel completed the Management Drives profile with the
results plotted against their sales performance
Teams with similar profiles had varying degrees of success and so the team
leaders were also assessed

Findings
The dominant drive in successful sales teams was Orange, yet it was the
secondary drives which determined whether goals were pursued:
e.g. by building relationships (Green), exploring different structures (Yellow)
or getting the client to make a speedy decision based on given facts (Red)

Outcome
A re-organisation of roles informed by individual drives was conducted.
Team leaders were also reassigned recognising complementary profiles
resulting in a 20% improvement in performance
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Case Study: Improving Sales Performance (2)

Situation
The Sales team were 50% behind their target for the year – with no
understanding of why this had happened

Approach
Over 250 personnel in the Sales department were tested using Management
Drives and received individual feedback followed by a programme of
education and facilitation around using the drives in practice

Findings
The individuals in the team had been operating according to their own drives
and not considering those of their clients. Our programme helped them to
recognise the colours of their client and in doing so, individuals were able to
adjust their sales approach to be more successful

Outcome
The Management team took on the training element of their employees,
incorporating Management Drives into the approach.
The Sales team not only achieved all their targets; they also increased
turnover by around 30%
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Case Study: Project Management Support

Situation
An ICT Service Provider was concerned about their project management
record. A large project was over-running, had quality problems and was in
danger of failing. The project participants’ morale and productivity was at an all
time low

Approach
18 Project Managers were taken through their Management Drives profiles.
This process highlighted positive behaviours and approaches and those
which were not so appropriate, constructive or which were likely to result in
tensions

Findings
The Project Managers learned how their natural tendency was influenced by
their Orange, Green and Yellow drives and how that resulted in a focus on
concepts and ideals; to the detriment of getting things done!

Outcome
Processes are now in place which encourage and enable Project Managers to
manage in a way that recognises the value added by the other drives.
The result is more engaged employees, with teams that function effectively to
deliver projects on time, within budget and with consistency.