Relationships Evolved

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In Finding 3, we learned how coaching impacted the business

according to the four quadrants. Now we turn our attention to how

this impact created monetary benefits. During the interview process,

the clients were asked additional questions that explored if, and by

The Value Nexus: Organization Value and Individual Values 259

100%

87%

78%

58%

0% 20% 40% 60% 80% 100%

4. Original Action

3. Creating

Alignment

2. Building Bridges

1. Finding Focus

Figure 14.3 Percentage of Respondents Who Said That Coaching Impacted at

Least One Business Area According to the Quadrant in Which the Impact Was Made.

how much, the impact on the business produced monetary benefits.

These monetary values were determined in much the same way that

monetary benefits were identified for OptiCom in Chapters 11 and

12. Every business impact area identified by a coaching client was

explored for potential monetary benefits. Of all the respondents

interviewed, 57 percent were able to convert at least one impact area

to monetary value.

Figure 14.4 shows the percentage of respondents who converted

at least one impact area to monetary value for each of the four quadrants.

Returning to Finding Focus, 42 percent of these respondents

were able to convert the value to monetary terms. These monetary

benefits contained the lion’s share of the personal productivity benefits

that coaching generated. Half of those respondents who added

Quadrant 2, Building Bridges, to their coaching relationship were

able to identify monetary benefits. Much of the team productivity

benefits were captured in this quadrant, as well as in Quadrant 3.

The monetary percentage rose to 60 percent for those in Quadrant

260 Coaching That Counts

88%

60%

50%

42%

0% 20% 40% 60% 80% 100%

4. Original Action

3. Creating

Alignment

2. Building Bridges

1. Finding Focus

Figure 14.4 Percentage of Respondents Who Said That the Impact of Coaching

Created Monetary Value According to the Quadrant in Which the Value Was

Produced.

3, Creating Alignment, and to 88 percent for those whose coaching

covered all four quadrants. These latter two quadrants contained

most of the value gained from revenue increases and employee

retention.

Finding 5: Seventy Percent of the Monetary Value

Was Associated with Quadrants 3 and 4

In learning about Finding 4, we discovered how the percentages of

coaching clients citing monetary benefits increased from 42 percent

in Quadrant 1 to 88 percent in Quadrant 4. Let’s turn our attention

now to the amount of monetary benefit produced in each of these

four quadrants. Figure 14.5 shows the percentage of the total

amount of monetary benefits produced for each quadrant. The

monetary benefits for Quadrant 1, Finding Focus, represented

only 2 percent of the total pool of monetary benefits; Quadrant 2,

Building Bridges, accounted for 28 percent of the value; Quadrant

The Value Nexus: Organization Value and Individual Values 261

33%

37%

28%

2%

0% 10% 20% 30% 40%

4. Original Action

3. Creating

Alignment

2. Building Bridges

1. Finding Focus

Figure 14.5 The Percentage of Total Monetary Benefits Gained from Each

Quadrant.

3, Creating Alignment, accounted for 37 percent; and Quadrant 4

accounted for 33 percent of the total pool of monetary benefits.

These data show that 70 percent (e.g., 37% + 33%) of the total monetary

value was produced by coaching relationships that accessed

Quadrants 3 and 4.

The discussion about Finding 4 indicated a trend whereby the

personal productivity benefits tended to surface in Quadrant 1,

whereas some of the more strategic sources of benefits, such as

increased revenue, tended to come in Quadrants 3 and 4. Although

these are tendencies and not steadfast rules, the data suggest that the

more strategic benefits may not kick in until coaching relationships

go beyond Quadrant 2. Returning briefly to Figure 14.2, we saw

that less than half (43%) of the coaching relationships go beyond

Quadrant 2 and therefore may not access the more strategic sources

of benefits. This reinforces the importance of enabling coaching

relationships to move beyond Quadrant 2 whenever appropriate.

The implication is that by not doing so, coaching initiatives may

leave up to 70 percent of the monetary benefits unrealized.

Finding 6: As Coaching Relationships Progressed