Christfort Kim - Business chemistry practical magic for crafting powerful work relationships

Page Layout Designers: Patricia Mozetic and Randy Okamura

Copyright 2018 by John Wiley & Sons, Inc. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the Web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002.

Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com. For more information about Wiley products, visit www.wiley.com.

Business Chemistry is the registered trademark of Deloitte Touche Tohmatsu Limited.

The bar graphs in are copyrighted works of Deloitte Touche Tohmatsu Limited.

Library of Congress Cataloging-in-Publication Data

Names: Christfort, Kim, 1974- author. | Vickberg, Suzanne, 1971- author.

Title: Business chemistry : practical magic for crafting powerful work relationships / Kim Christfort, Suzanne Vickberg.

Description: Hoboken : Wiley, 2018. |

Identifiers: LCCN 2018007684 (print) | LCCN 2018010237 (ebook) | ISBN 9781119501640 (epub) | ISBN 9781119501626 (pdf) | ISBN 9781119501565 (hardback)

Subjects: LCSH: Leadership. | Employee motivation. | Career development. | BISAC: BUSINESS & ECONOMICS / Management. | BUSINESS & ECONOMICS / Leadership. | BUSINESS & ECONOMICS / Accounting / General.

Classification: LCC HD57.7 (ebook) | LCC HD57.7 .C523 2018 (print) | DDC 658.3/14dc23

LC record available at https://lccn.loc.gov/2018007684

Suzanne

To my mom and dad, who have shown me I can go anywhere, do anything, and be anyone I want.

Kim

To my family, for their unwavering love and support.

I spend much of my time on the road, meeting and working with business leaders from around the world. The insights I gainabout the world, about people, even about myself are a constant source of learning and inspiration.

Probably the most valuable insight for me thus far concerns what it takes to effectively connect with other people. And it is not what you might think.

While my experience has shown me that, as human beings, we are more alike than we are different, it has also helped me to see that similarities are not the only basis for connection. It is when we understand and effectively navigate our differences that some of the most meaningful connections are made. That is what makes Business Chemistry such an effective tool.

Consider all of the different types of people you encounter in the course of your day-to-day interactions. People who prioritize diplomacy, and others who prefer candor; people who focus on the big picture, and others who live in the details; people who like the slow play, and others who want to cut to the chase. Business Chemistry provides a framework for identifying these different types of people so that you know quickly what approach to take and when. Have you ever tried to walk through a detailed slide deck with a big-ideas person? Not fun. And more importantly, not effective.

By helping to identify people's working styles, Business Chemistry produces the kind of seamless collaboration that normally takes years of working together to develop. And it does so not by forcing us to find common ground, but by drawing on the strength of our diversity as a global business community. Proof positive that people can think differently and still come together.

I know what Business Chemistry has done for my team, a robust mix of all four identified types: Pioneers, Integrators, Guardians, and Drivers (my category, which is probably not a surprise to those who know me). I would encourage everyone to add it to their bag of tricks for building highly effective relationshipsboth within and outside of their organizations.

It has been said that it takes all types to make the world go round. I believe that to be true, particularly when it comes to business. We need the doers and the dreamers, the hard drivers and the relationship builders, the extroverts and the introverts. Each has a role to play, but it's not enough for them to have a seat at the table. It's their ability to work together that completes the picture.

Punit Renjen is the chief executive officer of Deloitte Global.

Deloitte refers to one or more of Deloitte Touche Tohmatsu Limited, a UK private company limited by guarantee (DTTL), its network of member firms, and their related entities. DTTL and each of its member firms are legally separate and independent entities. DTTL (also referred to as Deloitte Global) does not provide services to clients. Please see www.deloitte.com/about to learn more about our global network of member firms.

The Power of Chemistry

It's just like dating! my colleague exclaimed as he rushed into the room. A recent divorc, Brian had just discovered online matchmaking websites, so it was with some trepidation that I asked him, What's just like dating?

Business relationships, he replied.

At that point I was dubious about where the conversation was heading, but then he continued, saying, It's all about the chemistry.

Chemistry. A powerful word used to represent that magical something that can exist between peopleand not just the romantically inclined. The term is applied broadly, from successful sports teams to highly rated news anchors to popular political leaders. In most cases its presence is obvious, but mysterious. It is hard to know exactly what's behind it. It's just there.