Building Relationships

Unlike many other jobs, coaches have to have an absolute mastery of relationship-building skills. Good relationships which are a complex set of interactions, often between very different types of people can maximize the effectiveness of good communication. And coaches realize that as they begin working to enhance the lives of others, it all begins and end with good relationships.

Relationships are built over time, and good coaches understand that the process is a series of interactions with an individual that will develop trust, respect and mutual understanding.  Relationships, like leadership, are not a “top/down” process. For many years, our culture has stressed this top/down hierarchical organization. At work we are used to having an authoritarian boss; at home there has often been a sole breadwinner and decision maker.

This type of relationship is counterproductive in the modern environment and has become out-dated. Modern research into effective relationships at home and at work is based around an understanding of mutual respect and bridge building. The process is often studied in terms of business dynamics, but it is also being applied to other types of relationship.

The Qualities of Leadership

A coach is essentially a leader. Again leadership is often a very misunderstood concept. Modern studies of leadership denounce the traditional method of authoritarian leadership …  pointing out that it often stifles personal and group growth the very thing that personal coaching attempts to increase. As such a coach must understand leadership in its modern form.

Leadership is often seen as a “bottom/up” process that relies on a person being able to engender a vision in the mind of others, and to motivate them to invest their time and energy in realizing this vision. And good leaders will have a variety of motivational techniques that emphasize the importance of the individual contributions made by their peers. Coaches always strive t engender the “can do” attitude in individuals¾who often shift the burden of learning and development squarely onto the shoulders of others.

A coach is a facilitator, and gives others the necessary skills for self-achievement. A great mind exercise is to think about a sports coach. The position of coach is not about being able to run the fastest, nor is it about being able to complete passes: All successful coaches¾in any field¾ enable others to achieve their goals by providing the necessary tools, training, and motivation.

If you are working too many hours, making too little money, dealing with too many issues related to your team and employees, or simply feeling that working in your business is little better than having a job, then you probably need a Business Coach.

In today’s economy, that is the state of most business owners. It’s also why more than 80% of all businesses fail within five years, even when run by smart, bright and highly motivated individuals.

The good news is the gap between what people think they know about business and business reality can be filled very effectively by a good Business Coach.

Why?

Because good Business Coaches are generalists, as opposed to business consultants, who tend to be specialists, or who tend to be highly skilled in a particular area or expert in a particular industry.

Not that there is anything wrong with that … but for most small businesses (and that accounts for more than 98% of all businesses), owners are looking for exponential changes in their companies very quickly (typically in terms of six to eight weeks).

While a business consultant is used to delivering incremental results (which, for a large corporation can mean millions to the bottom-line), a Business Coach’s results can deliver tens or hundreds of thousands of dollars in profits to a small business owner (which, for a small business and its owner can literally be business – and life – changing).

In addition, as the world of business change becomes more rapid, most business owners have more questions about how to run their companies than they have answers. Business coaching is the perfect solution to this … because answers to issues are arrived at and strategies executed in real-time, with the Business Coach serving to guide the process instead of just writing up a report and leaving it for the owner to implement.

In this way, a Business Coach shares many similarities with a sports coach. Both use strategies and tactics to guide others to victory. In business, this takes the form of a business plan; in sports, a game plan.

A good Business Coach will also see each team member as unique, and will work with the owner to find more effective and efficient ways leverage existing resources to get better results. He or she will also motivate, inspire and challenge a business owner to succeed, becoming an “unreasonable friend” to achieve a goal or outcome.

This idea of accountability is important for small businesses for a number of reasons, and it is one of the reasons business coaching is so successful. For many owners, running a company means “freedom,” and it can be liberating to work as an independent owner.

But true freedom is only attained after the business has become a commercial and profitable enterprise that is able to operate without the owner being physically present in the business.

In large companies, this level of accountability is provided by a board of directors. In a small business, the owner is on his or her own. Not only can a Business Coach provide a “sounding board” for new and current initiatives, he or she can hold the owner to knowing the numbers of the business, creating and delivering on 90-day plans, and testing and measuring marketing efforts – from increased leads to higher profit margins.

So if you are a small-to-medium sized business owner (and by that I mean any business with revenues up to $50 million), and you are looking at outside help for business, consider business coaching as an alternative to business consulting.

As all great athletes eventually realize they must rely on a coach to improve their game and “take it to the next level,” more and more business owners are realizing the advantage business coaching can have on their overall performance.

The link between great athletes and great business owners is very strong. Both types of individuals are very unique and driven. They both love competition and the pursuit of victory. More than that, they both love to win.

In sports, this takes the form of titles and championships.

In business, it takes the form of a company that is ever growing, successful – and more importantly – profitable.

As business becomes more global and competitive, many business owners are finding that having a Business Coach is no longer a luxury; it is a necessity.

Technologically has made starting a small or home-based business relatively easy. Yet out of the 670,000 new small businesses each year, a staggering 540,000 go out of business. According to some studies, at least 50% of these die within their first year, and 80% go out of business within five years – numbers that have increased as the result of the current economic slowdown.

The goal of business coaching is to reverse those numbers – making business more profitable for more business owners and their families. That’s why business coaching looks at the business as a whole, becoming a resource an owner can rely on as a marketing manager, sales director, training coordinator, confidant and mentor.

Not only do owners learn how to build a solid and loyal customer base through a business coaching’s proven systems and methodologies, they also learn to master the crucial first minute of any sales call, as well as the secrets of selling and effective marketing. This includes learning how to create powerful press releases, effective ads and more compelling collateral and brochures.

The sports world is full of athletes who only won titles and championships after getting the guidance of a great coach, including Michael Jordan; or those who took their “game” to even higher levels, like Tiger Woods.

For business owners looking to take their own ‘game’ to the next level, a business coach may be the perfect solution.

Because every business that is made better through coaching means means employees who have better jobs, communities that have better products and services and owners who live happier and more fulfilling lives – both for themselves and their families.

Business coaching is very similar to sports coaching – a business coach helps businesses establish plans for challenges and to achieve goals they set, just like sports coaches do for their athletes. Companies that have business coaching tackle challenges with a plan and business strategy from the business owner?s view and an outside view: the business coach. This way, the business owner can achieve all he wants.

Here are some general statistics about business coaching today:

?Annual spending on executive coaching in the United States is estimated at $1 billion.? ? Harvard Business Review, November 2004.

?Use of coaching is widespread in UK organisations, with almost nine in ten respondents reporting that they now use coaching in their organization (88%).? ? University of Bristol Newsletter, 2005.

?The Australian Institute of Management says 70% of its member companies hire coaches.? ? Inside Business Channel 2, July 2006.

?A recent study estimates that 40,000 people in the U.S. work as coaches (work or life) and the $2.4 billion market is growing at a fast-paced 18% per year.? ? MarketData Report, 2007.

?Coaching is the second-fastest growing profession in the world, rivaled only by information technology.? ? National Post, April 2007.

What Do These Statistics Mean?

The statistics and reports don?t lie ? business coaching is not only a fast-expanding industry, it?s expanding because it?s a successful industry. Just like sports athletes have to keep ahead of their competitors with a coach, business industries, especially in this recession, are getting extremely competitive.

Think about if a sports athlete didn?t have a coach. He might keep doing the same things that have worked for him many times before, and he might be fine for a while. But eventually, since he?s doing the same things and not necessarily getting better at his sport or his skills, the competition will surpass him.

It?s the same thing with business. With all the industry changes, innovations and management strategies, business owners can?t keep doing the same thing they?ve been doing. Eventually competitors will leave the company in their dust, so to speak.

It?s even true with the big brands ? McDonald?s, Starbucks and Coca-Cola are constantly ahead of the game and dealing with challenges. Especially in the recession ? how many brands that used to be around (Fannie Mae, Bombay Co., Circuit City) aren’t anymore?

When it comes to a company’s competitors, business coaching is a sound investment in your company’s future because it keeps you ahead of them.

It?s still a relatively new business industry, but the statistics don?t lie: business coaching is fast-becoming a great investment because it keeps the company ahead of competitors.Business coaching is the second fastest growing industry for several of the following reasons:

- Business coaching increases performance. Coaching develops the best qualities of people and teams, making the most of everyone?s qualities and significantly increasing productivity, making the most of everyone?s talents and skills for the company.

- Business coaching enables owners to motivate their staff. Coaching helps people to work to their utmost potential, increase their self-esteem and thus raise the quality of their work and increase productivity at the same time.

- Business coaching improves employees’ development. Staff development means not only educational seminars and trainings, but also unlocking the inner potential of the company?s employees. Whether the employees are going to develop themselves or not depends mainly on the company?s management style. Initially, all of us have a great potential which can be revealed through coaching. Coaching allows the employees to develop themselves directly in the workplace, thus increasing their efficiency.

If you?re convinced, you?re one step closer to bettering your business.

What Is a Business Coach? A business coach is an individual who provides business owners support and encouragement. This support and encouragement gives them that extra push they need to see success. The most common users of business coaches are new small to medium sized business owners. These individuals usually have a passion and they want to profit from it. For example, a stay-at-home mother may enjoy making handmade quilts for her children. One day, it dawns on her that she can make custom order quilts to sell both locally and online for a profit. She has a good idea and a good product, but does not know where to start. This is where a business coach, which could be you, would provide assistance.

A Business Coach’s Responsibility What do business coaches teach their clients? Anything and everything related to business. If the above mentioned mom wants to open a local quilt shop, you can show her the importance of location. A high-trafficked and easily seen storefront will automatically translate into more customers and sales. If she has yet to pick a location, help her make the right choice. As for an online shop, if she has yet to set that up, help her choose an affordable web hosting package, a good domain name, and encourage her to hire the services of a professional web designer.

Some clients seek the advice and expertise of a business coach right from the start, but others wait until their new business shows signs of trouble. In these instances, business coaches educate their clients on marketing and sales. A stay-at-home mom selling her handmade quilts online is nice, but handmade products are widely available online. Just because she has a well-designed website, it does not mean that people will find it. Business coaches need to stress the importance of online and local marketing, as well as highlight a few examples for their clients.

Is Business Coaching for You? In keeping with the example of a stay-at-home mom who wants to profit from her talent, most of these individuals want to be self-employed. They want to work for themselves and have no hired help. This does lower costs and increase profits, but many new small business owners make costly mistakes. One of those mistakes is taking on too much, too quick. Business coaches should also stress the importance of time management and show proper techniques. For example, the above mentioned quilt selling mom should have a waiting list and inform customers of a long wait, not stay up all night making quilts.

One question that those interested in running a coaching business ask is about profits. Most clients are new business owners or business owners who aren’t seeing profits. How can these individuals pay for a business coach? Honestly, some cannot, but many can.

Summary Business owners need to look at it from the standpoint of a wise investment and you must do the same. For a small to medium sized business that is barely staying afloat, a professional business coach may be its last hope. For that reason, you will always find clients willing to pay for your service. With that said, fair rates and flexible payment plans cannot hurt.

Coaching certainly involves more than just teaching an athlete to beat the competition; it encompasses many things. If you have a business management degree or prior experience running a small to medium sized business, take your degree and experience and turn it into a profitable career. Become a business coach.

I suggested that he adopt a less well known coaching tool called Transposing to help him work this through.

Transposing works by getting you to adopt another person’s viewpoint and ask: What am I thinking, what am I feeling and what do I want?

I asked the manager to think of one particular individual – let’s call him Doug. Transposing Doug made us realise that he was thinking “Oh God, what have I done wrong? If I’m being coached, I must be seen as underperforming!”

We also figured that Doug was feeling anxious and uncertain. His interactions with management at the company in the past had usually resulted in a ‘telling off’ in some shape or form. No wonder he was acting like a beaten dog and holding himself stiff until the next beating arrived.

The real revelation happened when we considered what it was that Doug might want. We realised that given his prevailing thoughts and feelings, he would want to get out of the meeting as soon as possible; with his dignity intact.

The real reason why Doug was so reluctant to get involved was now obvious and the manager and I were able to devise a way he could position coaching to overcome these thoughts and feelings. It happened that Doug was a massive sports fan and so his manager pointed out that Tiger Woods, David Beckham and so on were all incredible performers with very little wrong with their games, and yet these same people valued their relationship with their coach above all others. He also pointed out that sports coaches were rarely, if ever, better performers than there clients, but that this was not the point. This lead to Doug realising that coaching was not about his manager just telling him what to do, how to do it, and pointing out all his mistakes. Instead it was an opportunity for Doug to explore his working life and find ways forward in the areas he found he found difficult or frustrating. In fact at a subconscious level Doug began ‘transposing’ his boss, appreciating how difficult it must be to provide coaching to such a truculent group. This mutual empathy is a wonderful by-product of the transposing tool and I’m happy to report that Doug’s relationship with his manager is now flourishing.

By the way, another good reason for walking a mile in your coachee’s shoes is that if things don’t work out, you’ll be a mile away and you’ll have their shoes!!

History of the Coaching Models:

Many of the early coaching models made an attempt to formulate a coaching model based on the static models of learning. This was seen from the 1950s to the 1980s. However, the 90s saw the additional option of sports coaching.

Coaching models should be assessed individually. They are expected to be flexible and adaptable, to facilitate easy implementation according to the need.

Coaching models are also expected to follow certain criteria like:

. Presenting a complete, comprehensive description of all the processes involved.
. Establishing the connection and nature of the component parts.
. Predictive enough to make attaining goals easy.
. Ability to produce sustainable and measurable changes.

Types of coaching models:

Traditional coaching methods were constructed around outdated change models, like the grow model, action planning, simplistic personality profiling and goal setting. Most of these models fall short of formulating measurable and long-lasting behavior competences.

Commonly used coaching models and the change factors addressed:

Stages of the trans-theoretical or change model:

Willingness to make or attempt to bring about a change in behavior differs from individual to individual. A reversion to the old model is a part of the process.

Social learning theory or social cognitive theory:

The main criteria under this theory are environmental influences, personal factors and behavior.

Theory of planned behavior or theory of reasoned action:

Being rational in nature, people pursue a common motto to perform, keeping in mind the beliefs, subjective norms, attitudes and perceived behavioral control.

Solution focused theory:

This particular model is known to assume that the client knows the answers. Considering the critical role of commitment, trust and collaboration, formulating solutions encourages change.

Multi-modal approach to coaching models:

The multi-modal approach to coaching models uses features of various coaching models and techniques. It is considered one of the most systematic and technically diverse approaches. The success of this professional approach lies in the coach training method and the fulfillment of the client or employer needs.

Role of a workplace coach:

Coaches not only help in reaching the goals but also motivate the team members in performing better, like sports coaches do. Coaching is not merely telling someone what to do or offering advice. An efficient coach presents the team members with more challenges, while considering a different approach to deal with workplace problems.

Coaching is a lesson in self-improvement and self-discovery. In the workplace, the managers act as coaches. It is part of their duty to be firm with the team members and monitor their progress. They are expected to act in a specific manner towards the different challenges faced at work. Moreover, coaches double up as mentors. They generally use questionnaires and feedback from the co-workers and role-play exercises to assess the leadership style. To attain all the goals in the workplace, it is essential for the coach to be efficient.