Discover the values that drive your behaviour, and why mere competence is a poor indicator of succees and achievement

1. Values Mapping
Alan Clayton
THE ENTREPRENEURIAL
MINDSET
Discovering It !
@ Bizcamp Belfast Nov 2010

2. Values Mapping
Alan Clayton
Brain Parts 101
Abstract/Imaginary
Terra Incognita
Internal Validation
Real/Tangible
Terra Firma
External validation

3. Values Mapping
Alan Clayton
Brain Parts 101b

4. Values Mapping
Alan Clayton
A
B
D
C
LOGICAL-MATHEMATICAL
Ability to think logically, sequentially
and numerically
LINGUISTIC
Skills with words as exemplified by
writers, negotiators, linguists
BODILY-KINESTHETIC
Physical ability – athletic or fine
motor coordination e.g. surgeons
INTERPERSONAL
Ability to communicate well and get
along with people
SPATIAL/VISUAL
Ability to visualise and manipulate
images mentally
MUSICAL
Ability to hear, appreciate and play music.
Sensitivity to non verbal sounds
INTUITIONAL
An aptitude for sensing and seeing
what is not immediately obvious
INTRAPERSONAL
Ability to create own goals and plans,
self motivated and inner directed
Mindsets and Intelligence
Howard Gardner - Harvard

5. Values Mapping
Alan Clayton
ALL OF US CAN
BE….
A
Logical
Rationale
Analytical
Factual
Problem
Solving
B
Detailed
Disciplined
Well-
Organised
Reliable
Responsible
Imaginative
Artistic
Conceptual
Curious
Synthesizing
Emotional
Humanistic
Interpersonal
Intuitive
Musical
D
C
…BUT
We have our preferences and display them at
different times.

6. Values Mapping
Alan Clayton
A
B
D
C
“Everyone is born a genius,
but the process of living de-geniuses
them.”
R. Buckminster Fuller
BUT….

7. CONDITIONED THINKING….

8. Values Mapping
Alan Clayton
The VALUES that influence actions
A. ANALYTIC
B. PROCESS
D. VISION
C. INSTINCT
• achievement
• knowledge
• accuracy
• reason
• clarity
• caution
• intellect
• what’s happening
now
• control
• order
• safety
• stability
• commitment
• protocol
• status
• past
experience
• freedom
• space
• variety
• ideas
• influence
• risk
• beauty
• what will happen in the
future
• relationship
• trust
• learning
• warmth
• cooperation
• feelings
• ritual
• traditional values

9. Values Mapping
Alan Clayton
What is the meaning of life ?
VISION (A fairer world)
What kind of person ?
IDENTITY (Entrepreneur)
What’s important ?
VALUES & BELIEFS (?Strategy)
What good at ?
SKILLS & COMPETENCES
What will I do ?
BEHAVIOUR (To Do List)
What kind of environment will help ?
ENVIRONMENT
Levels of Operation
aka Neurological levels

10. Values Mapping
Alan Clayton
BUSINESS APPROACH
A. The Analytical Approach
• reviews strategies and plans
• likes control of domain or subject
• seeks to validate conceptual strategies
• competitive at all levels
• likes to be expert on technical issues
• prefers focus on single subjects
• achievement-orientated
• analytical
• values scientific approach
• likes closure and certainty
• leads by reason and intellect
• focuses on skills and competencies
B. The Process-Oriented Approach
• likes to control process
• works with precision
• values consistency
• approaches problems
sequentially
• good at resolving faults
• measures and monitors
• manages projects
• follows established
procedures
C. The Instinctive Approach
• creates teams
• acts as coach and mentor
• acts as conciliator
• persuades
• picks up non-verbal
communication
• encourages contribution
of others
• relies on intuition
• leads by inspiring others
D. The Visionary Approach
• attracted to large scale change
• takes entrepreneurial approach
• integrates concepts into a new
whole
• creates global networks
• enjoys multi-projects
• seeks elegant solutions
• interested in humanities or
radical science
• wisdom
• tolerates ambiguity
• leads through personal charisma

11. Values Mapping

12. Values Mapping

13. Values Mapping
Alan Clayton
A. ANALYSIS
• tools
• hardware
• key point
• knowing the bottom line
• take it apart
• break it down
• critical analysis
B. PROCESS
• play with an idea
• the big picture
• broad-based
• synergistic
• cutting edge
• conceptual
• blockbusting
• innovative
•team work
• the family
• interactive
• participatory
• human values
• personal growth
• human resources
D.
SYNTHESIS
C. INSTINCT
• establishing habits
• we have always done it
this way
• law and order
• self discipline
• by the book
• process analysis
• sequence
FREQUENT LANGUAGE PATTERNS

14. Values Mapping
Alan Clayton
A
B
D
C
“Once again… Forensic
science using the undeniable
facts of blood type,
fingerprints, and
spectrographic analysis of
paint fragments prove
beyond a doubt…”
“This accident demonstrates
the lethal combination of
drunk drivers and faulty car
design. These two issues
are national in scope and
deserve urgent government
attention if future generations
are to be adequately
protected…”
“At 3:30pm, Thursday,
the 9th
of April on the M1,
15 miles north of London
a black, 1998 BMW 3
series, travelling at 75
miles per hour in a 35
mph school zone…”
“Tearful, screaming
mother attacks the
cowering suspect as
irate police officers hold
off an angry mob at the
terrifying scene of a
tangled school bus and
the accident’s victims.”
FACTS
FORM FEELING
S
FUTURES
HOW WE SOUND

15. Values Mapping
Alan Clayton
A.
ANALYSIS
• number cruncher
• unemotional
• limited by the need for
proof/explanation
• calculating
B. PROCESS
• unfocussed
• impulsive
• oblivious of deadlines
• vague
• dreamer
• sappy, sentimental
• over sensitive
• un-businesslike
• touchy, feely
D. VISION
C. INSTINCT
• boring
• nit picking
• stuck in the mud
• can’t think for themselves
OTHER PEOPLE’S PERCEPTIONS

16. TEAM EFFECTIVENESS
Values Mapping
WORL
D
CLASS
High Performance
- communication and synergy
Average Performance
- comfort and familiarity
Poor Performance
- conflict and negativity
SIMILAR MINDSETS
DIVERSE MINDSETS
CONSCIOUS DIVERSITY

17. Values Mapping
Alan Clayton
TEAM EFFECTIVENESS

18. Values Mapping
Alan Clayton
TEAM EFFECTIVENESS
Boldly go….
Ship won’t take it ….
Doctor…..
Rational voice &
ears !

19. Values Mapping
Alan Clayton
MANAGEMENT STYLES
TOWARDS A DIRECTIVE,
GOAL-ORIENTED STYLE
TOWARDS A
RESPONSIVE, OPEN
STYLE
TOWARDS AN
INVENTIVE, RISK-TAKING
STYLE
TOWARDS A
STRUCTURED,FORM
AL STYLE
TOWARDS A
CONSERVATIVE,
CAUTIOUS STYLE
TOWARDS A
COOPERATIVE, TEAM
STYLE
TOWARDS A
CONCERNED,
SUPPORTIVE STYLE
TOWARDS A
DYNAMIC,COMPETITIVE
STYLE
DIRECTOR
• decisive, directive
• provides structure
PRODUCER
• task oriented, work focused
• initiates action
MONITOR
• technical expert
• collects information
COORDINATOR
• dependable, reliable
• maintains structure
INNOVATOR
• creative
• envisions change
BROKER
• resource orientated, politically astute
• acquires resource
MENTOR
• caring, empathic
• shows consideration
FACILITATOR
• process orientated
• facilitates interaction

20. Values Mapping
Alan Clayton
ORGANISATIONAL CULTURES
SWEAT SHOP
Perpetual Exertion
Human Exhaustion
Undiscerning Regulation
Blind Dogma
productivity
accomplishment
impact
direction
goal clarity
planning
ANARCHY
Premature
Responsiveness
Disastrous Experimentation
Political Expediency
Unprincipled Opportunism
innovation
external support
resource acquisition
growth
participation
openness
discussion
commitment
morale
human
development
information
management
documentation
stability
control
continuity
negative zone
Unclear values
counter-acting
values
Habitual Perpetuation
Ironbound Tradition
Procedural Sterility
Trivial Rigour
Extreme Permissiveness
Innappropriate Participation
Unproductive Discussion
Uncontrolled, Individualism
COUNTRY CLUB
FROZEN
BUREAUCRAC
Y

21. Values Mapping
Alan Clayton
A
B
D
C
1st
LAW OF CYBERNETICS
The unit within the system
that has the most behavioural responses
available to it
controls the system