# The Rainmaker (High A, High B, Low C, Low D)

**Core:** Assertive, outgoing, socially oriented. Uncanny ability to "read" people despite weak analytical skills. Thrives on putting deals together and has fun doing it.

**Strengths:** Persuasive communicator, naturally charismatic, great at selling intangible ideas. Enthusiasm wins cooperation and friendship. Makes difficult work appear effortless and fun. Unselfish — wants others to enjoy success too.

**Challenges:** Poor documenter with deficient organizational skills. Thinks out loud, which others mistake for commitments. Forgets obligations due to lack of natural recollection. Resorts to colorful stories instead of precise facts, frustrating literal types. Fights rules and structure. Forward-thinking to a fault — chases next challenge instead of following through on last one.

**Management approach:** Delegate administrative tasks to support staff. Keep them in the field — time away from selling costs revenue. Give freedom and a long rope; micro-management will drive them out. Reward publicly and in the presence of others. Don't expect self-sufficiency on paperwork, call-backs, or travel reports.

**Risk profile:** "Shoot, fire, aim" tendencies. More risk-oriented and prone to push the envelope. Fearless approach to issues.

## FlashPoints

| Area | Details |
|------|---------|
| Motivation | Independence, financial rewards, public recognition |
| Communication | Enthusiastic, quick, phone or text. Gregarious, colorful, uninhibited. Sell rather than tell. Voicemail over email. |
| Management Style | Motivational, lenient, needs/wants to delegate. Inconsistent if held to strict schedules. |
| Organization | Very loose. Poor documentation and organizational skills. Needs detail assistance. |
| Environment | Fast paced atmosphere, constant change, people and variety |

## Variations

Rainmaker patterns share High A + High B + Low C but vary in D position. All variations are aggressive, charming, and fast. The lower the D, the more nonconformist and risk-taking the behavior.

## Summary

- **Motivating Needs:** Freedom to persuade, interact, negotiate and meet others. Freedom from minutia and the "clock." Status, money, and being liked.
- **Communication Style:** Gregarious, colorful, uninhibited, enthusiastic. Can be wordy and political. Sell rather than tell. Voicemail rather than email.
- **Management Style:** Likes and needs to delegate. Motivates others easily. Inconsistent behaviors if held to strict schedules.
- **Organization Style:** Very loose. Poor documentation and organizational skills.
- **Environmental Needs:** Fast paced atmosphere, people and variety.
