I am both a sceptic and a fan of psychometric profiles. It’s not that any of them are ‘bad’ – on the contrary. My concerns are about how they are often (under) utilised past the reading of the initial report. There is much to be gained from the information provided in a profile that should be used to develop and coach an individual to a higher performance.
The two profiles I use most are DiSC (variations from 3 different suppliers) and The Language & Behavioural Profile (LAB) which is the subject of today. The LAB Profile is a linguistic profile from the field of Neuro Linguistic Programming (NLP). If you haven’t heard of it yet don’t be surprised, it’s not that well known despite the fact that it’s been around for years. It’s very different to the web-based/tick box psychometric profile and it can be used in conjunction. Here's a bit more about the LAB Profile, I hope you enjoy the article and find it useful to your business:
Introducing the LAB Profile
Metaprogrammes are the technical term used to describe a series of mental filters (which we all have) which determine howan individual thinks (consciously and importantly unconsciously) and what they pay attention to in a given context.
For example:
- Do they focus on problems, or targets and goals?
- Do they feel compelled to create and make changes, or to follow an established procedure?
- What is really important to them in their work? (Values - conscious and unconscious motivational drivers)
- Do they need a high degree of autonomy or to work closely with others?
Answers to questions like these provide an invaluable insight to predicting behaviour beyond a well rehearsed interview and into real work situations when people often don't perform as well as expected. It’s a tool that can be used to hone in on highly contextual situations.
Imagine how useful it is to know that your sales candidate favours solving problems over closing sales and achieving target. Or the manager who operates on a ‘my way or the highway’ principle. Or the Health & Safety manager who doesn’t follow his/her own rules! Yes it does happen. You can ask the questions at interview but you also know what the answers will be – what they think you want to hear. So how can you circumnavigate this and get the real deal? The LAB Profile is a development of Neuro Linguistic Programming (NLP), a modern form of psychology used increasingly in business to improve performance.
Metaprogrammes were first described by Leslie Cameron-Bandler in the 1970s and refined from the 1980s for the business setting by Roger Bailey. At its roots is Naon Chomsky's PhD 1957 dissertation on Transformational Grammar which became a specialisation in the field of linguistics. The LAB Profile allows easy elicitation of the Metaprogrammes (Language Patterns) which inform us of a person’s natural motivation and working traits. It is a linguistic profile conducted much like a conversational interview using a structured questioning process which elicits each pattern. It is highly effective in establishing the potential differentiators between excellent and average performers.
The behavioural traits are identified through the language patterns that the assessor identifies in the candidates response to the questions. The candidate cannot be ‘tipped’ to say the right things without specific training in this area. The detail content of what the person says is for the most part irrelevant, the patterns being the key.
Language Patterns
When using the LAB Profile for recruitment purposes (it has other applications in business) the relevant patterns for the job role are selected from the Profile. Some of these are listed below. Each pattern has a spectrum of behaviour and an associated ‘influencing language’ which is used to gain more influence and motivate staff to a higher performance:
·Criteria/values - what attracts people to a job and what lures/drives them away
·Goal/problem orientation - from goal focused (Towards) to problem focused (Away From)
·Point of reference - from ‘they know themselves’ (Internal) to ‘they need evidence’ (External)
·Process orientation - from generate alternatives (Options) to prefer a set way (Procedures)
·Level of activity - from high (Proactive) to low (Reactive)
·Need for change - from change role yearly (Difference) to change 20+ yearly (Sameness)
·Chunk level - from big picture (General) to fine detail (Specific)
·Team orientation - from works alone (Independent) to prefers to do things together (Cooperative)
·Person/Task priority - from task focused (Thing) to people/feelings focused (Person)
Importantly I think, the LAB Profile begins with a Values elicitation which is so important to a successful recruitment policy. There is a saying "people join companies and leave managers". I find this to be very true. So often when an employee decides to leave an organisation the decision can be traced to a clash of Values or a feeling that their Values are not being met or nurtured in any way.
How we conduct a LAB Profile
The LAB Profile is conducted either face to face or over the telephone (without any compromise of quality or results). Feedback from candidates is common and always positive; "it was an enjoyable experience" "more companies should do this" and "a thought provoking and valuable experience". When used for recruiting purpose the LAB Profile can act as a time-saving pre-screen interview filter, or as part of the final selection process. It takes on average 30mins to complete a profile plus I provide a report and feedback as part of my service.
Benefits of using the LAB Profile
- Better working environment
- Stimulate motivation
- More harmonious relationships
- Recruit more high performers
- Increase levels of success
- Reduce attrition
- and much more
Investment
Price will vary from assessor to assessor but as a guide I charge £85 plus vat for each profile with discounts available for volume and regular clients. In these cautiouary times when businesses can ill afford to carry staff or recruit someone who doesn't 'fit' this is a good investment.
If you have any questions about the LAB Profile just call 0845 330 7884 or email anne@executiveplayground.co.uk, I'll be pleased to help.
About Anne Wilkinson
Anne Wilkinson is Managing Director of Executive Playground Business Improvement Consultancy which specialises in Sales Growth, Leadership & Management and Innovation. A highly respected consultant and coach, Anne’s professional profile includes:
Certified Assessor in Language & Behavioural Profiling (LAB)
Professionally trained coach (Results Coaching Systems)
Certified Management Coach Trainer (Coach U)
Certified Practitioner of NLP (Neuro Linguistic Programming)
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