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Minding the Gap The opportunities and challenges of working with engineers. Who we are:. Dr. Bruce R. Hartsough , Professor and Associate Dean, UC Davis brhartsough@ucdavis.edu 530-752-7748 Ms. Eden Thorne, Development Director, Southern Illinois University -Engineering
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Minding the GapThe opportunities and challenges of working with engineers
Who we are: • Dr. Bruce R. Hartsough, Professor and Associate Dean, UC Davis • brhartsough@ucdavis.edu • 530-752-7748 • Ms. Eden Thorne, Development Director, Southern Illinois University -Engineering • thorne@siu.edu • 618-453-4760
The difference between INTROVERT engineers and EXTROVERT engineers is this: The INTROVERTS look at THEIR feet while they’re talking to you…… The EXTROVERTS look at your feet……
How we can help you today? • Are there any differences – why need to know? • What is a “typical development officer” like • What is a “typical engineer” like • Strengths and weaknesses of each of us • Tips and tricks to obtain results with engineering professionals
Are there any differences??? You bet!! Understand and appreciate differences • personality traits • work-styles • communication patterns The gap we need to bridge is simple: We have to meet them, we want a relationship, and we want their support!
Why Need to Know How Engineers Think?? Increase odds of getting an appointment Improve efficiency of those meetings Be better at determining which ones “just ain’t gonna give”
Real Engineers consider themselves well-dressed if their socks match. Real Engineers say "It's 70 degrees Fahrenheit, 25 degrees Celsius, and 298 degrees Kelvin" and all you said was, "Isn't it a nice day ?“ Real Engineers don't find the above at all funny.
Personality Differences Well-known personality test, the Meyers-Briggs Type indicator (MBTI) • currently used by over 3 million people • career centers, colleges, and corporate settings • been taken by over 50 million worldwide Meyer’s Briggs personality profile characterizes: • Favorite World – what is in my own world? • Information processing – how do I gather info? • Decision making – how do I move forward? • Structure – how do I get to the next step?
Favorite World: What is in my own world? Do you prefer to focus on the outer world or on your own inner world? This is called Extroversion (E) or Introversion (I) I E
E versus I Extroverts prefer to focus their energy on: activities in the outside world of people and objects Introverts prefer to: direct their energy to their inner worlds of thoughts and ideas ASK: Which would an engineer be? And you???
Information – How Much do I Know?? Do you prefer to focus on the basic information you take in or do you prefer to interpret and add meaning? This is called Sensing (S) or Intuition (N) S N
S versus N Sensersprefer to receive information from their five senses and focus on concrete reality Intuitersprefer to receive information from their intuition and focus on possibilities and patterns Based on type of engineers. A design engineer may look at possibilities ; a testing engineer may look at all their senses reaction to a problem but base decision on reality… . Which would an engineer be? And you???
Decisions – How do I move forward? When making decisions, do you prefer to first look at logic and consistency or first look at the people and special circumstances? This is called Thinking (T) or Feeling (F) T F
T vs. F Thinkers like to make decisions objectively and logically while Feelers like to make decisions based on personal values. Which would an engineer be? And you???
Structure: How do I get to the next step? In dealing with the outside world, do you prefer to get things decided or do you prefer to stay open to new information and options? This is called Judging (J) or Perceiving (P). J P
J vs. P Persons who are Judging like to lead their lives with decisiveness and organization persons who prefer Perceiving like flexible and spontaneous lifestyles. Which would an engineer be? And you???
Equality for Everyone!! As all types are equal, there is no best type. Everyone is different !
What are “we” like (generally speaking)…as a Development Officer: ENFP Extroverted, Intuitive, Feeling, Perceiving Our strengths Outgoing, talkative – looks at all senses of it– personal values are key – flexible and spontaneous! Our weaknesses Don’t listen – too vague on problem details– disregard other’s personal structure – not direct enough
You Might Be a Development Officer if... when you bought your new house you called your fellow alumni and offered to name a room after them…. if they'll help with the down payment.
What are “they” like (generally speaking)…as a typical Engineer: INTJ Introverted, Intuitive, Thinker, Judging Their strengths Logical, individualistic, reserved, - very curious -focus on ideas, theories and the explanation of how things work. Enjoy discussions and debate - focus intently on a subject.– if they say it, they mean it, and will do it Their weaknesses Don’t want to talk much – hard to see the “possibilities”; they want facts – issue must meet their personal goals – not flexible or spontaneous
Are engineers “tight-wads”?? Engineers are notoriously frugal • This is not because of cheapness or mean spirit; it is simply because every spending situation is simply a problem in optimization • "How can I escape this situation while retaining the greatest amount of cash?“ - new car, McD’s, buying shoes, even alumni function…. Logic is very much a focus with their money • They need to see WHY their money is needed…in a LOGICAL WAY. • Their finances are very decisive. They may already have an investment/philanthropy plan. You may be asking them to change that. Remember….they do not like change.
We must “Make it THEIR goal” too! But you need to find why their funds CAN make the goal – and that goal is THEIRS too. Find why their funds CAN meet your goal and that goal is THEIRS too
How to approach them • What information do you bring? • They are structured in their life and leisure. Give them facts. • Too vague: “Your gift of any amount will really help our students” • Too specific: “If you give $1,000 you will be able to reduce their tuition by 12%”. Locks them in…. • BEST: “Scholarship funds will help to decrease our current 6% financial dropout rate of students needing to find alternate funding.” • IN WRITING • Engineers may take notes. • Make sure what you say is right - and they won’t find errors. • They’ll want you to take notes too. If they say “I’d like more info on the Biomedical Center”…write it down. They’ll know you will do it then.
How to approach them Know your details ahead of time • How much time do they have? • Break, lunch??? • Billable hours • Do they want me to talk about a specific subject? • Ask before you get there • In other words: You should know: • Do I know what kind of person he/she is? • Why are they willing to see me? • Give them a “problem” to solve with you
How to approach them • Find something in common with your listener and lead with it. • Listen – and listen well…most engineers don’t boast about their past unless they succeeded or were a big part of something. (“I started the concrete canoe team”… “I was the first GA for Dr. Ruiz”…) • When you close, read back what YOU will do… and what THEY will do. • Now you are a team WITH them • Make sure you DO IT!
What can “kill” the meeting? • Don’t assume they want interaction • Too many facts • Bringing their “answer” to the table before they came up with it. They are SOLVERS • Slamming their suggestions
Thanks!! • Dr. Bruce R. Hartsough, Professor and Associate Dean, UC Davis • brhartsough@ucdavis.edu • 530-752-7748 • Ms. Eden Thorne, Development Director, Southern Illinois University -Engineering • thorne@siu.edu • 618-453-4760
