Page 28 - Law Society of Hong Kong MPMC Manual v8 - With checklists (1 March 2018)

Practice Management Course | Unit 3
Talent Management

• systematic • results-orientated
• risk taker
Amiable Expressive
The amiable type is known for being The expressive type is outgoing and
dependable, loyal and easy-going. They like enthusiastic, and has high energy levels.
things to be friendly and non-threatening. They are also great at thinking up ideas, but
They hate dealing with impersonal details usually do not have the ability to see them
and cold hard facts. They are usually quick through to completion. They enjoy helping
to reach a decision. Others often view them others and are very fond of socialising. They
as warm and sensitive to other’s feelings, are usually slow to reach a decision. Others
but at the same time wishy-washy. Words often view them as talkative, too dramatic,
associated with amiable types include: impulsive, and manipulative. Words
• congenial associated with expressive types include:
• considerate • animated
• empathetic • charming
• loyal • confident
• mature • convincing
• patient • dramatic
• persevering • enthusiastic
• relaxed • impulsive
• stable • influential
• supportive • motivating
• sympathetic • optimistic
• team person • verbal
• trusting

24. Many people don't fit squarely within one group or another. However, everyone has
one dominant personality style that they use at work. Recognising the pros and
cons of your own personality style, and those of whom you work with, will help you
understand how to better deal with both work colleagues and customers alike.

25. The four profiles are descriptive. They say what people are most comfortable doing.
However, people might have learnt to do something different over time, to make
sure they can work well, i.e., they have learnt to implement strategies to combat
their weaknesses.

26. The profiles are not prescriptive. They do not tell you exactly what a person will do
in any given situation and they do not predict whether a person will be competent
at their job. If the person learns how to use their strengths and combat
weaknesses, they will be competent.

27. People in different work profiles tend to react differently under stress. For example,
Analyticals will tend to avoid conflicts. Drivers will try to control even more and tell
you what to do. Amiables will tend to acquiesce. They will generally give up and do
what you want them to do. However, they will not like it. In addition, they will
remember. Expressives tend to go on the attack.

28. The absolute key to establishing your work profile is to know which group you fall
under and to understand which groups others might fall under. Generally, we bond
immediately with people who fit the same work profile as it allows us to be natural
and comfortable. The key to building rapport and influence is to ‘flex your style’ so
that you can connect with someone else in their zone.

© The Law Society of Hong Kong (2018) Page 24