by Doug Gray | Feb 8, 2012 | Business, change, Coaching, Financial Professionals, Leadership, Managers, Meetings, money, strengths, Success
Yesterday I had this scenario. A second meeting with a prospective client named “Mike.” Perhaps you have had a similar scenario…
Our first meeting was in his office, after a referral from a current client. I met his staff. I learned their needs. I clearly explained the value of coaching. He agreed to a sample session. We quickly determined his strengths. He summarized those strengths. He defined possible focus areas for coaching. He requested 4 days to discuss the coaching investment before our second meeting. I asked him, “What will be different in 4 days that will enable you to say yes at that time?” He had a slippery answer. Regardless, we agreed to meet by phone for the second meeting, at which time he would say yes/no or define a clear future/ next step.
Then, yesterday, we met by phone. He wanted me to “sell him on my services.” I demurred. I do not yet know the value of coaching to his small business. If he does some work, the value will be vast. He may increase his assets over $100K in fewer than 12 months. If he does not do the work, the value of coaching will be zero. He did not like that fact.
After a few attempts back to his agenda, I stated that I was not likely his coaching partner.
There is an energy between people. His behavioral energy was verbally competitive. He needed to win the arguments. So of course I let him “win.”
Rigidity kills relationships.
In fact, rigidity is the #1 career killer. There are many competencies that can hinder a career. Low empathy. Poor communication. Unclear expectations. Unwillingness to listen. Rigidity is the #1 career killer.
Think of someone you avoid. Are they rigid?
Now think of someone successful (however you define “success.”) Are they flexible?
One reason I love my work is because I get to select who I work with. I would much rather work with someone who is flexible, open to defining their future, than someone who is rigid.
A related example is the often quoted passage from Steve Jobs at Apple, that, “I am most proud of what we said “no” to at Apple.”
Throughout recorded history, which is only 650,000 years, the most successful people have focused on their goals. They/we have said “no” to distractions.
A coaching question for you may be, “Who do you need to say “no” to today?
by Doug Gray | Dec 11, 2011 | book review, Business, change, Coaching, digital, Employment, energy industry, exercise, faith, family, Financial Professionals, Front, global, healthcare, Leadership, Managers, Meetings, money, Personal Development, physicians, published articles, Resources, safety, Sales, strengths, Success, talent, talent assessment, video
Welcome,
It may be obvious, however, I want to encourage you to:
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The purpose of this blog is to share what works.
So, what works for you?
by Doug Gray | Sep 20, 2011 | Business, change, Coaching, Employment, energy industry, Financial Professionals, Leadership, Managers, money, Personal Development, Resources, safety, Sales, Success
There are 2 kinds of coaches in the marketplace. Those who 1) work based on value and those who 2) work based on hourly transactions.
(And perhaps a third kind, who are aspiring coaches or underemployed.)
The value of performance based coaching is based on transformation. Too many people, such as HR professionals, regard coaching as a transactional event. Yet coaching cannot be billed hourly. That is unethical. It leads to inflated billing, inaccurate expectations, or time waste. Can you imagine how long a transactional coach might have to “work with you?” It may be years! Instead, if the coaches goal is to help someone change beliefs or behaviors, then the coach should be paid based on results. The value is not time spent, or wasted. The value is results. I do not understand why any professional would suggest billing hourly.
Instead, we use internal champions to 1) show the value of coaching, 2) sell the value of coaching.
Here is a representative dialog thread. It led to a meeting with the next buying agent, and a 12 month engagement.
From (Champion):
Thanks. I am not suggesting it’s not fair & know that Lou has direct experience in this sort of thing. Just instincts, and they may surprise me. I may continue with coaching even if they don’t fund the shadowing. I’ll follow-up with you after I can get in touch with Lou.
From: Doug Gray [mailto:doug@action-learning.com]
Sent:
To:
Subject: RE: next steps: performance based coaching
Good morning (Champion),
Welcome back from your well-deserved spa time.
1. There is nothing more important than driving employee engagement/ response. What gets tolerated causes emotional responses and delay. You have an urgent need.
2. This proposal reflects a fraction of your value to the company. Assuming a 10:1 ROI, these numbers are more than fair.
3. I remain glad to speak to Lou, or anyone at any time.
Respectfully, Doug Gray, PCC
To: Doug Gray
Subject: RE: next steps: performance based coaching
Sorry Doug – I didn’t get a reply from Lou on the message I sent him before vacation. (I kind of have a problem with that). Have 1:1 with him tomorrow, but to be honest, not sure they will fund this expense.
From:
Hello Champion,
As we discussed on Tuesday, September 6, here is a proposal with 3 options. We have an opportunity here to create significant change/ impact…
We have tentatively set aside Tuesday, October 4 as the first day to meet/ observe your team in Atlanta. Please let me know which option you would like, by Friday Sept 23, so that I can submit an invoice.
(In the interim I certainly hope that you can enjoy your well deserved vacation time!)
I look forward to helping you apply/extend your leadership skills to your team.
Here are at least 2 questions for you:
1. What does your team need?
2. And how are you being a champion?
Naturally, I urge you to contact me ASAP so that we can discuss your needs.
by Doug Gray | Mar 11, 2010 | Business, Coaching, Financial Professionals
Financial professionals, like most people, need a coach at times. They are usually working by themselves, or in small teams. Their success is a direct result of how often they call on clients and prospects. The very best provide tremendous customer service. And they all need to stay optimistic, upbeat, and focused on others. This article in Investment Advisor magazine, November 2008, features Doug Gray, PCC, and mentions the value of business coaching.
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