Market Force principles tell us that opposite styles tend to work the easiest together. You get one offensive and one defensive, and one thought oriented and one action oriented style per set. This does not mean that the cross axis relationships are impossible, just that those tend to take longer to create. If you can create one, it is typically an advantage to your business performance.
Let’s look in depth at Influence and Power, the two relationship-driven styles in the Market Force model.
The downside between Influence and Power really has to do with structure – one style loves it while the other resists it.
Influences are more free spirits who like challenges and non-repetitive tasks. Powers, on the other hand, like a more regimented environment where they can put processes in place and hammer out results. Influences may look at Powers as if they will steal their freedom. Powers look at Influences as being too chaotic. The disdain can run deep as Powers will tend to think of Influences as flakey and Influences will think of Powers as overbearing.
As for the upside, a strong working relationship between Influence and Power can be a hugely successful partnership.
Influences and Powers are both action-oriented and sincerity-based. The biggest difference between the two is offense v. defense. Influences are more focused on finding new opportunities and relationships. Powers tend to do better with warmer leads and follow through. Therefore, if an Influence can be in charge of getting new relationships started while the Power can be in charge of turning the relationship into a life-long client, you are playing to each style’s natural strengths. Because both of these Styles are sincerity-based, typically clients will feel very well taken care of by this style combination.
In service-oriented businesses, this is a very powerful combination.
Once again, all cross axis relationships are possible and arise often in the game. They just take a bit longer typically to produce. Keep working at them, they are a strategic advantage once created!