1. COACHING! Wadood ur Rehman (F-10-CE-121)

2. Coaching Coaching  Coaching is “one of the hottest things in human resources.”  Coach – part personal consultant, part sounding board, part manager. The coach functions as a therapist too (they deny it).

3.  Coaching began in the 1980s in the financial planning industry. The advisor asked clients if “they wanted to talk more broadly about life issues, and they jumped at it!”  Who can be a coach? – “pretty much anybody.”  “In the age of Every Man for Himself, every man can have a coach - and, in an ever more commonly held view, needs one.”

4.  Coaching taught a Met Life manager “people have to take more responsibility for their own growth and development”  In a Coaching class, one of the things they teach is “…the most basic of coach skills – listening.”

5.  “Corporate America had better heed the phenomenon, even if it falls outside the traditional corporate organizational chart.”  An Ernst & Young partner found a coach to be a valuable sounding board. He made a call and found himself on the phone with a strange woman. She didn’t know much about his area of work, “but within 20 minutes he decided she could be both trusted and helpful.

6.  “ Why do I need a coach? Perhaps it’s for the same reason that Tiger Woods needs a coach. Tiger would say ‘I know how to play golf.’ But his coach is probably the most important person in his life.”  A coach pushed Met Life mgr. to reexamine goals and values. Ultimately, the mgr. organized retreats (w/ tai chi, massages) and encouraged employees to keep journals. By year end, sales were up 60%.

7. Expand your coaching  “The key variable in successful coaching is not the coach – it is the person being coached….”

8. It’s not about the coach  We focus too much on the salesperson rather than the customer.  There is a tendency to think that everything grows out of the leader/coach.  Alternatively, I don't hold myself up as "coach as expert." I'm much more a "coach as facilitator."

9. Coaching Classes  “Coaching is about developing a relationship with employees that lasts and will change their behavior.” (Financial Finesse CEO Liz Davidson

10. CEO Coaches  “..it always bleeds into the interpersonal….My responsibility is to help them look inside themselves as much as outside.” Coach Ciampa  “This is enforced reflection” McKee said about a Unilever coaching program that kicked off in Costa Rica. The senior team talked openly about themselves, each other, and the company’s “unspeakables.”

11. The ingredients of good coaching  Most definitions of what constitutes coaching revolve around the aim of empowering people to make their own decisions, and unleashing their potential.  The key skills of coaching sound simple enough -- asking rather than telling, listening more than talking -- but is what makes a successful coach innate, or can the skills be learned?

12.  The answer, say many experts, is that they can be learned.  In addition to questioning and listening, you need to follow the coachee's thought processes and respond spontaneously.

13.  You must also be able to withhold your own opinions and solutions, recognizing that the best solution will come from the coachee.  "Your questions should aim to raise their awareness and generate responsibility in them as to what action to take," she says.

14. The GROW Model

15. G  Goals –  What do you want to achieve and when?  Is it within your personal control?  Is it realistic?  Is it measurable?  How much do you have/want?

16. R  Reality –  What have you done so far? What were the effects?  Who is involved?  What is happening around /inside you?  What are the constraints to progress?  When do you notice this happening?  How confident are you on 1-10 scale?

17. O  Options –  What options do you have?  What other options do you have?  What else could you do?  What would you do if you were boss?  Would you like another suggestion?

18. W  Will –  What are you personally going to do?  When are you going to do it?  Actions/Obstacles? How will you overcome them?  What support do you need?  Are you committed?  How clear are you?  How enthusiastic are you?

19. Thank You