The PROFILOR for Leaders

The PROFILOR® for Business Unit Leaders

THOUGHT LEADERSHIP

Use Insightful Judgment: Identifies and analyzes information to make decisions and solve problems.

Recognizes broad implications of issues

Focuses on important information without getting bogged down in unnecessary detail

Makes decisions in the face of uncertainty

Makes decisions based on sound logic and rationale

Identifies underlying issues and root causes of problems

Integrates information from a variety of resources and perspectives to arrive at optimal solutions

Think Strategically: Applies appropriate strategic logic to decisions and initiatives in one's area

Considers industry, market, and other external business factors when making decisions

Identifies efforts that will have the greatest strategic impact

Aligns the strategic priorities of own area with the direction and priorities of the broader organization

Creates strategies to balance short-term requirements with long-range business plans

Apply Financial Acumen: Applies financial knowledge and methods to address business issues; understands the company's business model and markets, and how the business makes money.

Draws accurate conclusions from financial and other quantitative information

Identifies and uses key financial indicators necessary to measure business performance

Makes prudent decisions regarding significant expenditures

Prepares realistic estimates of budget, staff, and other resources

Innovate: Champions new ideas and initiatives and creates an environment that supports innovation.

Promotes new ways of looking at problems and processes

Generates innovative ideas and solutions to problems

Creates an environment that encourages innovation and risk taking

Display Global Perspective: Establishes and promotes effective business operations across multiple countries and/or regions and coordinates appropriately with the broader global business.

Understands the impact of global events on the organization's plans

Takes cultural issues and geographic differences into account when making plans and decisions

Anticipates how other cultures/countries will react to organization's strategies and products

Grasps the position of the business within the global marketplace

PEOPLE LEADERSHIP

Influence Others: Presents a compelling case for ideas and initiatives via an appropriately chosen strategy.

Promotes own positions and ideas with confidence and enthusiasm

Knows whom to involve and when

Anticipates the positions and reactions of others accurately

Cultivates networks throughout the organization to garner support and create a foundation for future influence

Engage and Inspire: Articulates and inspires commitment to a plan of action aligned with organizational mission and goals.

Fosters a sense of energy, ownership, and personal commitment to work

Conveys trust in people's competence to do their jobs

Creates a work environment that encourages others to do their best

Promote Collaboration: Fosters a sense of teamwork, leverages differences, and facilitates the effective interaction and contribution of others to achieve goals.

Acknowledges and celebrates team accomplishments

Promotes teamwork among groups; discourages "we vs. they" thinking

Builds team cohesiveness by establishing, communicating, and reinforcing shared values and norms

Invites and builds upon the ideas of others

Recognizes and utilizes the contributions of people from diverse backgrounds

Build Talent: Ensures the availability and development of the talent needed to meet current and future organization goals.

Accurately identifies strengths and development needs in others

Gives specific and constructive feedback to enhance others' development

Provides challenging assignments to facilitate individual development

Identifies required capabilities and skill gaps within own organizational area

Promotes sharing of expertise and a free flow of learning across the organization

Creates a climate in which mistakes are viewed as opportunities for learning

Build Relationships: Develops and maintains constructive, open and honest relationships with others.

Treats people with respect

Expresses disagreement tactfully and sensitively

Addresses conflict openly and constructively, focusing on issues rather than people

Relates well to people regardless of their organization level, personality, or background

Encourages others to express their views, even contrary ones

Listens attentively and with empathy to concerns expressed by others

Tailors the level of detail and type of communications to meet others' needs

RESULTS LEADERSHIP

Ensure Execution: Plans, executes and improves work processes to ensure achievement of business goals.

Translates business strategies into clear objectives and tactics

Anticipates problems and develops contingency plans

Conveys clear expectations for assignments

Delegates assignments to the lowest appropriate level

Integrates planning efforts across work units

Removes obstacles to move the work forward and get efforts back on track

Monitors progress of others and redirects efforts when goals are not being met

Holds people accountable for achieving their goals

Drive for Results: Demonstrates and fosters a sense of urgency and strong commitment to achieving goals.

Conveys a sense of urgency when appropriate

Persists in the face of obstacles

Sets high personal standards of performance

Acts quickly to resolve issues or problems when they arise

Focus on Customers: Ensures the delivery of exceptional customer service.

Consistently searches for ways to improve customer service

Seeks feedback from customers

Ensures that customer issues are resolved

Creates systems and processes that make it easy for customers to do business with the company

Lead Courageously: Takes personal and organizational risks to do what is right and achieve organizational success, and supports others who do so.

Demonstrates the courage to do what is right despite personal risk or discomfort

Anticipates and deals effectively with resistance to change

Champions new initiatives within and beyond the scope of own job

Challenges "the way it has always been done"

PERSONAL LEADERSHIP

Inspire Trust: Gains the confidence and trust of others through principled leadership and sound business ethics.

Has the confidence and trust of others

Shows consistency between words and actions

Collaborates as a team player; never undermines others for own gain

Presents the facts fairly and openly without bias

Proactively shares information with relevant parties

Adapt and Learn: Works to learn and develop from experience and from others, deals effectively with ambiguity and change, and adapts appropriately to new situations.

Works constructively under stress and pressure

Works effectively in ambiguous situations

Accepts criticism openly and nondefensively

Responds with flexibility to shifting priorities and rapid change

Adapts leadership style to fit the situation

Seeks feedback to enhance performance

Demonstrates a willingness to try new things, even at the risk of failure

COMPOSITES

Overall Performance Composite

Gets the job done

Gets work done on time

Accomplishes a great deal

Is an effective manager overall

Produces high quality work

V:\I360 Documentation\Model Documents\Model Doc Business Unit Leaders.doc Rev: January 12, 2006