David practically bounces into the room, grinning from ear to ear, and calls out “good morning!” to the members of the financial committee gathered in the conference room. For this group, it was too much energy for 8:00 in the morning. Which is partially why Derek is valuable in these situations: to counterbalance David’s energy and relate more directly to focused, task-oriented people.
Accountants aren’t known for their personability, and auditors can cause even more stress to an organization that’s only familiar with a black-and-white approach. This is why we focus on building relationships rather than simply getting a job done — it helps us serve our clients and give them a “wow!” experience.
However, that doesn’t mean everyone we meet automatically gets on board with our style of service. It’s not hard to imagine that, to some, our friendly approach may come across as a lack of focus. It’s not only our actions that count, but how they’re perceived by those around us.
David steered away sharply from a task-oriented encounter that particular morning, which may have seemed strange to others in the room. Each personality we encounter on the audit trail has a different way of relating to others, which is why we must be intentional about valuing and imitating different personalities.
Assessments like the DISC profile help us adjust to diverse environments both in the office and on the trail. By recognizing our own values and intentionally watching for others’ personalities, we can prepare to adapt our approach to better serve different people.
In an auditing relationship, we try to assess clients as either task- or relationship-driven and craft our service toward their style.
We learn this truth more and more every day: everyone’s perspective is different, and each personality brings different strengths to a relationship. By knowing who each of our team members are, we can help them recognize their strengths and weaknesses to connect to others in a meaningful way.