Page 167 - The McKinsey Mind

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142 The McKinsey Mind

source of competitive advantage. The amount spent on corporate
training is huge, yet only a small portion of that training is in lis-
tening. Still, it is available. External consultants with expertise in
listening or organizational behavior can help diagnose the state of
communication within a firm. McKinsey regularly uses external
consultants in this capacity.
Second, launch a personality profile program as part of your
organization’s human resource effort. As a first step in that direc-
tion, find the right tool for your organization. McKinsey uses
Myers-Briggs, and most new consultants (and even their spouses
or significant others) receive this training very early in their careers.
The tool is extremely helpful in assessing one’s baseline personality
and communication style. Specifically, it measures the interaction
type, problem-solving approach, and sensitivity. You can use the
tool for a project team or department to assess the differences
among personalities and identify strategies for dealing with
conflict.

EXERCISES
• Conduct a Myers-Briggs evaluation on yourself (and your
spouse if you like). You can visit the Consulting Psycholog-
ical Press website for information on the MBTI at
www.cpp-db.com. Find your personality type and under-
stand the default communication style you possess. Con-
sider the best strategies for dealing with positive and
negative interaction between you and your coworkers
and/or your spouse. How can you expand your communi-
cation portfolio and develop more flexibility in dealing
with others?