Welcome!Welcome!

Clare O’Connell, Clare O’Connell, MCCMCC

Passage West, Passage West, Inc.Inc.

What is Our Focus?What is Our Focus?

Discussion and ideas on ways to Discussion and ideas on ways to increase sales of “increase sales of “The Extraordinary The Extraordinary Coach”Coach”

Our AgendaOur Agenda

My IntroductionMy Introduction The Business Case for CoachingThe Business Case for Coaching The Competition – Insideoutdev.comThe Competition – Insideoutdev.com Next StepsNext Steps

How Will this be Useful?How Will this be Useful?

Increase your ability to differentiate EC Increase your ability to differentiate EC

Revisit the positioning of ECRevisit the positioning of EC

My IntroductionMy Introduction

30 years working with organizations and 30 years working with organizations and individuals to increase levels of individuals to increase levels of effectiveness and engagement through effectiveness and engagement through consulting, facilitation and coaching.consulting, facilitation and coaching.– Sales Sales – LeadershipLeadership– Organizational DevelopmentOrganizational Development– Individual EffectivenessIndividual Effectiveness– Coaching: Executive, Leadership, Sales, Coaching: Executive, Leadership, Sales,

Career/TransitionCareer/Transition

My ExperienceMy Experience

GlobalGlobal– China, India, Australia, Columbia, Europe China, India, Australia, Columbia, Europe

and North Americaand North America– Dual citizenship in US and IrelandDual citizenship in US and Ireland

IndustriesIndustries– Health Care, High tech, Financial Services, Health Care, High tech, Financial Services,

Government, Medical Device, Consumer, Government, Medical Device, Consumer, ConsultingConsulting

My Zenger Folkman My Zenger Folkman ExperienceExperience

ELELFidelityFidelitySMUDSMUDCOP (MYM)COP (MYM)Sandia LabsSandia LabsAT&TAT&TNovellusNovellusDeloitte 1:1Deloitte 1:1Apollo Growth 1:1Apollo Growth 1:1BarclaysBarclays

ECECFidelityFidelityComcast (TTT)Comcast (TTT)Public session w/ JackPublic session w/ JackKaiser PermanenteKaiser PermanenteHealth SpringHealth Spring

EPEPSandia LabsSandia Labs

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Business Case for Business Case for CoachingCoaching

ICF Global Coaching Client StudyICF Global Coaching Client Study– 2 Billion marketplace2 Billion marketplace– 86% of companies able to provide 86% of companies able to provide

figures to calculate company ROI figures to calculate company ROI found a median return of 7 times their found a median return of 7 times their investmentinvestment 19% found an ROI of 50 times the initial 19% found an ROI of 50 times the initial

investmentinvestment 28% found an ROI between 10 and 49 28% found an ROI between 10 and 49

times the initial investmenttimes the initial investment

The CompetitionThe Competition

InsideOut Development, LLC.InsideOut Development, LLC.– World HQ: Salt Lake CityWorld HQ: Salt Lake City– VP Sales, Craig Guindon - TexasVP Sales, Craig Guindon - Texas

– www.insideoutdev.comwww.insideoutdev.com

Alan Fine, FounderAlan Fine, Founder– Professional tennis coach, UK 1980Professional tennis coach, UK 1980– Studied sports psychology - corporateStudied sports psychology - corporate

Their PositioningTheir Positioning

Achieving performance breakthroughs Achieving performance breakthroughs throughout the organizationthroughout the organization– Learning SolutionsLearning Solutions– Coaching SolutionsCoaching Solutions– Business Performance SolutionsBusiness Performance Solutions

Simple tools….Powerful resultsSimple tools….Powerful results

The Client’s ProblemThe Client’s Problem

97.2% of organizations conduct 97.2% of organizations conduct performance reviewsperformance reviews

58% of HR managers would give their 58% of HR managers would give their review process a failing gradereview process a failing grade

Source: “Should Performance Reviews be Fired?” Wharton Business School, April Source: “Should Performance Reviews be Fired?” Wharton Business School, April 20112011

Good News!Good News!

What performance mgmt. process What performance mgmt. process creates the highest business impact?creates the highest business impact?– CoachingCoaching

Source: Talent Mgmt. Survey, Burson & Assoc.Source: Talent Mgmt. Survey, Burson & Assoc.

Coaching DefinedCoaching Defined

““Taking valued people from where they Taking valued people from where they are to where they want to go”are to where they want to go”

The GROW ModelThe GROW Model

4 Components of Helping People Improve Performance•Knowledge (inside out vs. outside in)•Fire – passion/excitement•Focus – what you’re paying attention to•Faith - confidence

GoalRealityOptionsWay Forward

Their SolutionTheir Solution

Pre-workshopPre-workshop– Get ready videoGet ready video– ““Snapshot” pre-assessmentSnapshot” pre-assessment

WorkshopWorkshop– Strategic Alignment action planStrategic Alignment action plan– Job aid with questionsJob aid with questions– Tough conversation plannerTough conversation planner

Post-workshopPost-workshop– Coaching activity tracking Coaching activity tracking – Online videosOnline videos– Post-assessmentPost-assessment

Strategic Strategic Implementation ProcessImplementation Process

Build Context and Business ObjectivesBuild Context and Business Objectives Provide Actionable LearningProvide Actionable Learning Track and Support Coaching ActivityTrack and Support Coaching Activity Measure and Recognize Business Measure and Recognize Business

ImpactImpact

Next Steps Next Steps

What would help you increase your What would help you increase your “win rate” of EC?“win rate” of EC?