Oooooh, the spooky Façade… What you see may not be what you get!

1. back Step IX- THE FACADE • Oooooh, the spooky Façade… • What you see may not be what you get!

2. Step IX- THE FACADE • The first thing to recognize about the façade, usually the gray bars, or the yellow, if color, is that the profile is very transient and unstable. • It is a reaction to environment and situations that might be temporary, and thus the façade holds little value to the hiring process. • And this separates us from about ninety percent of our competitors!

3. Step IX- THE FACADE • Competitors? OMG! Right, we are not operating in a vacuum out there. • If a testing process uses single answers, yes/ no, check/ no-check, or true/ false, to retrieve responses, they are building in a 28% error factor. • If you have the time, go play in the Library of Congress and you will (eventually) come across a paper on word association tests where this statement is laid right out.

4. Step IX- THE FACADE • We are a word association test, but we have five levels. That means a five today could, at worst, be a four tomorrow, but it will never be a one. So this holds the test stable in a test-retest situation, and if there is any mood orientation, it is the candidate’s response, not our testing process. • That does not mean the person cannot change! Environmental pressures, therapy, and situations similar to these can adjust intensity, but not easily the basic profile. In other words, wider or narrower, but not all that different.

5. Step IX- THE FACADE • Most of our competitors have single answer response sheets, and are easily defeated because there can be a wide range of emotion in the selection of the answers. • For example, a fight with the spouse will draw out high aggression, drive, low people factors, and so on. • After making up, those things go away, and we have a very different person in front of us… But which test is right? No one will know.

6. Step IX- THE FACADE • Well, the whole story is on the website. If this is important to you, go look it up on our site. • Most of our competitors will read the façade as the basic report, allowing mood orientation to affect the results. • Time and time again, we have been compared by Managers who used more than one kind of evaluation just to be sure. Most of them have been with us, alone, now for twenty plus years.

7. Step IX- THE FACADE • But, you still have to be able to explain the façade to the Manager. They are very tempted to hire when a façade seems to be right on target… They can do it, but with a strong caveat: • “If you are going to hire on the façade, and lay aside the basic self, you need to prove that façade can hold. Role play, to check knowledge and delivery, or, if you dislike role playing, we have something called Case Studies to verify any weaknesses.” More on this, later.

8. Step IX- THE FACADE • When describing a façade trait, we have to be careful that we do not mislead the Manager into thinking there is substance, there. Consider the graph below, before moving on to the next slide. The happy puppy

9. Step IX- THE FACADE • If you look right over the ERL to the right, you will remember that we have a code laid out for the basic self, Profile: CANEP 41034 • Look right below that on a graph report, and you’ll see the facade: Stress AECNP 20002 • These are examples, and your reports will have different letter and number combinations, of course.

10. Step IX- THE FACADE • When describing a façade trait, it sounds like this (assuming low Power basic and higher Power façade, as in the example): • “The person’s responses tell us that he (or she) is lower power, the dark bar, but you can tell by the façade that he (or she) feels a need to be more controlling, demanding and such. But it is a temporary position, and we have to be careful, here.”

11. Step IX- THE FACADE • When people take on stress (or for that matter, alcohol), they lose the ability to carry a façade, and they drop back to the basic self. This is why a person with a civilized mask (façade) might turn into such an aggressive idiot when intoxicated (can’t spare the energy for the façade)! • So, a poor profile beneath the façade will show up in the early stages of a new job, because they are too focused on learning and looking good to keep up the façade. In any case, hiring on the façade is almost always a big mistake.

12. Step IX- THE FACADE • Let’s look at Extroversion. Remember, when describing a façade trait, it sounds like this (assuming higher E basic and lower Extroversion façade: • “The person’s responses tell us that he (or she) is friendly and open, the dark bar, but you can tell by the façade that he (or she) feels a need to be a lot less trusting, less open, and careful around people. But it is a temporary position, and, again, we have to be cautious when depending on a temporary trait.”

13. Step IX- THE FACADE • Here is a refresher on the graph from before. The next trait, the A, is close enough that it is non-remarkable, which means we need not discuss it. But how about that Conformance façade?

14. Step IX- THE FACADE • There is a big change in the Conformance, but not so big as to be unduly stressful. What that means, is it might change by three or four zones, which takes some ERL, but going over the ERL line is far more stressful, because he or she is being pushed to be opposite their natural self. • “The person’s responses tell us that he (or she) is somewhat independent, the dark bar, but you can tell by the façade that he (or she) feels a need to be a lot more careful, maybe doing things a little more by the book. This is often brought on by a failed placement or sale, and the tendency is to settle down and do it right. But again, this is temporary, and we cannot depend on it.”

15. Step IX- THE FACADE • Once you have a handle on how the basic self and façade relate to one another, we can look at another factor, current fit. • This simply looks at the comparison of the upper graphs, basic and stress,which we can see, and the decisions and energy type, which we cannot see. • Here is the lower graph example.

16. Step IX- THE FACADE • The center bar, the Current Fit, is a measure of stress, the façade against the basic. • “Please go to the right end of the Current Fit bar and then draw a line straight down from it to the ruler, below. See how this one crosses at about 40?” And go on to explain the different stress levels as follows in the next slide.

17. Step IX- THE FACADE • This is such a widely expanding scale that it is fairly easy to discuss a serious stress load, as at 30-35, because the individual is looking for a new job, and this may have something to do with it. • If the report is on current employees, you might want to point out to the Manager that he or she needs to get closer to this person and head off turnover… unless the Manager is hoping to get rid of that person…

18. Step IX- THE FACADE • But, it is not uncommon to see a strong stress load at, say, 40-45, where the individual has been in place for years. Most people, with at least a 45-plus ERL, can support some degree of stress. • And keep in mind, the façade is temporary, and it may even be almost momentary, and in that case, the stress load my not apply. • For a new hire, encourage the Manager to dig deeper and see what kind of stress the candidate feels he or she is under, thus seeing if there is any substance to the façade.

19. Step IX- THE FACADE • So, to recap: The façade is important only if it directly affects the reason the person is leaving the last job, and even more important if the same stresses (façade profile) will be required in the new job. • It is always a better thing to have as little stress as possible… right?

20. Step IX- THE FACADE • Learn to gloss over the details on this, because most Managers will want to move on to the truly important details. However, if the point above is critical, then delve in deeper with references, tougher interviews, and so on... • Good job! We are getting close to making YOU an expert!

21. back Step IX- THE FACADE • Well, only one more main event to discuss, and that brings us to the Decisions bar. There are so many facets to this that it bears its own series… so, well, time to go to the next section… • Return to the intro page and contents using ‘back’ above… OMG! THERE’S MORE??