Creating Space for Coaching

In Today’s Driven Companies

Daphne Woolfolk

March 1, 2016

• A Seat at the Table

• Business Partner

• Strategic Partner

• Trusted Advisor

What is the reality you seek to create?

• Expertise of both parties is valued

• There is shared responsibility for steps in the decision making process

• Control issues become matters for discussion and negotiation

• Communication is two-way

• We seek to work on solving problems so they stay solved

• We seek to leave knowledge behind

Your leverage and influence increases as these characteristics become clear to your clients

Characteristics of Partnership

“There is no way to create your vision without courage…sorry”

PETER BLOCK

• Making a phone call vs sending an email

• Expressing your wants vs. focusing mainly on client wants

• Putting into words what you’re experience vs. ignoring it

• Sharing your feelings vs. staying professional

• Working through the preliminary stages vs. rushing to implementation

Acts of Courage

Consulting Phases

entry/contracting

discovery

feedback/decision-making

implementation

evaluation/termination

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“It is natural for us to feel that if we can present our ideas clearly and logically, and if we have the best interests of the client at heart, our clients will accept our expertise and follow our suggestions…

…Resistance is a predictable, natural reaction against the process of being helped”

PETER BLOCK

Map of Client Resistance

Commitment

Control

Vulnerability

Blame others

Go silent

Question credentials

No time/Need more

time

Analysis paralysis

Rush for solutions

Cancel meetings

Calling you the expert

Attack

Map of Consultant Resistance

Relevance

Competence

Self-esteem

Blame client

Use jargon

No time/Need more

time

Analysis paralysis

Rush for solutions

Flood withdetail/data

Attack

Escalate

Use thepolicy defense

Resistance - A Key Distinction

Overt Disagreement : The person is speaking and behaving in a very transparent way and is assertively disclosing an objection, inability, concern, or misunderstanding

Resistance: The person’s behavior and communication with us is inauthentic or indirect for the purpose of avoiding talking about some harsh reality

“Each moment has to carry within it an element of the destination. This is why the way we come together is so important.

It offers hope…about how the future might look.”

PETER BLOCK

Daphne WoolfolkDirector, Consulting Services

1 (773) 624-5883

dwoolfolk@designedlearning.com

www.designedlearning.com