FIRO Business™ Profile

Developed by Michael L. Morris

Report prepared for

JAMES SAMPLE
August 29, 2017

Interpreted by
Anne Consultant
ABC Consulting

CPP, Inc. | 800-624-1765 | www.cpp.com

FIRO Business ™ Profile Copyright 2009 by CPP, Inc. All rights reserved. FIRO, FIRO Business, the FIRO Business logo, and the CPP logo are trademarks or registered trademarks of CPP, Inc., in the United States and other countries.
FIRO Business™ Profile JAMES SAMPLE | Page 2

Introduction
The FIRO Business™ tool gives you information about your interpersonal needs in three areas that affect
your work relationships:

INVOLVEMENT INFLUENCE CONNECTION

Inclusion, participation, Control, leadership, responsibility, Warmth, understanding,
recognition, belonging, and how and decision-making authority closeness, openness, and how
you relate to groups you relate to individuals

Each of these needs areas is measured along two dimensions:

EXPRESSED BEHAVIOR WANTED BEHAVIOR

• How much do you prefer to initiate the • How much do you prefer others to take the
behavior? initiative?
• How do you behave toward others with respect • How much do you want to be the recipient of
to the three interpersonal needs? those behaviors?
• How consistently do you engage in the • How consistently do you want others to direct
behaviors associated with the three needs? their behaviors associated with the three needs
toward you?

This profile reports your results on the expressed, wanted, and total aspects of the three interpersonal
needs areas described above and includes basic interpretive information for each. These interpretations are
based on more than 40 years of research on the three interpersonal needs. The results presented in this
report are based on comparisons to the results of more than 2,500 people who completed the FIRO Busi-
ness assessment in 10 languages.

The following pages show your results as percentile scores indicating how your results on the assessment
compare to those of the participants in the sample used to generate this report. If your percentile score is
75, for example, that means you scored higher than 75% of the sample. If your percentile score is 10, you
scored higher than 10% of the sample. Interpretive categories —high, medium, low—are based on the
percentiles, again comparing your scores to those of the sample participants.

As you read through this profile, consider how the results compare with your sense of how you interact
with others. You may want to incorporate the insights from the profile into your personal development
action plan.

Keep in mind that results should not be used to make a judgment about whether any behavior or any
person is good or bad. Likewise, you should avoid making major decisions based on the results of only
one assessment.
FIRO Business™ Profile 2
JAMES SAMPLE | Page 3

YOUR EXPRESSED NEEDS

The chart below shows your interpretive categories and percentile scores for Expressed Involvement, Ex-
pressed Influence, Expressed Connection, and Total Expressed Needs. Remember, “expressed” refers to
behaviors that you demonstrate or initiate when interacting with others.

Need Category Percentile Score

Expressed High 94
Involvement

Expressed High 65
Influence

Expressed Medium 43
Connection

Total High 75
Expressed Needs
0 20 40 60 80 100

Expressed Involvement—High
Your Expressed Involvement score is in the high range, indicating that you are likely to:
• Include others in your meetings and work activities
• Create an inviting and welcoming climate
• Freely share knowledge and information

Expressed Influence—High
Your Expressed Influence score is in the high range, indicating that you are likely to:
• Try to exert control over people and situations
• Enjoy being in a position of authority
• Assume responsibility willingly

Expressed Connection—Medium
Your Expressed Connection score is in the medium range, indicating that you probably:
• Engage some, but not all, of your colleagues on a personal level
• Are moderately supportive and reassuring
• Maintain friendly but businesslike relationships with colleagues

Total Expressed Needs—High

Your Total Expressed Needs score is in the high range. This indicates that you usually enjoy initiating
activities and take action easily.
FIRO Business™ Profile 2
JAMES SAMPLE | Page 4

YOUR WANTED NEEDS

The chart below shows your interpretive categories and percentile scores for Wanted Involvement,
Wanted Influence, Wanted Connection, and Total Wanted Needs. Remember, “wanted” refers to
behaviors you want others to initiate.

Need Category Percentile Score

Wanted High 79
Involvement

Wanted Medium 53
Influence

Wanted Low 20
Connection

Total Medium 47
Wanted Needs
0 20 40 60 80 100

Wanted Involvement—High
Your Wanted Involvement score is in the high range, indicating that you probably:
• Want to be included in meetings, work activities, and after-work events
• Enjoy receiving recognition
• Want to be kept in the loop

Wanted Influence—Medium
Your Wanted Influence score is in the medium range, indicating that you likely:
• Enjoy working in an environment with some structure
• Ask for direction and instructions when needed
• Are somewhat open to persuasion, depending on the issue

Wanted Connection—Low
Your Wanted Connection score is in the low range, indicating that you tend to:
• Be uncomfortable when colleagues share too much personal information
• Be self-motivated, needing little encouragement from others
• Appear to others to be private and difficult to get to know

Total Wanted Needs—Medium

Your Total Wanted Needs score is in the medium range. This indicates that you sometimes want others
to initiate activities, depending on who they are and what the situation is.
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JAMES SAMPLE | Page 5

YOUR TOTAL AND OVERALL SCORES

Below are your total scores for Involvement, Influence, and Connection, and your Overall score.

Need Category Percentile Score

Total High 91
Involvement

Total Medium 59
Influence

Total Low 27
Connection

Overall Medium High 63

0 20 40 60 80 100

Total Involvement—High
Your Total Involvement score is in the high range, indicating that you usually:
• Prefer active participation with your colleagues
• Like to have contributions from everyone
• Enjoy contributing to high-profile projects and receiving public recognition

Total Influence—Medium
Your Total Influence score is in the medium range, indicating that you probably:
• Like a moderate amount of structure and clarity
• Have a give-and-take attitude toward authority
• Are a team player who shares responsibility for success and failure

Total Connection—Low
Your Total Connection score is in the low range, indicating that you typically:
• Prefer more formal, businesslike work relationships
• Like a calm, efficient atmosphere
• Appreciate others’ privacy and want others to respect yours

Overall—Medium High
Your Overall score summarizes the strength of your need for interpersonal contact and interaction. Your
score is in the medium-high range, indicating that you generally:
• Work most effectively with small groups and regular contacts
• Prefer to work with others but sometimes need time to reflect
• Consider yourself more extroverted than introverted

CPP, Inc. | 800-624-1765 | www.cpp.com

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