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Foreword xi

Preface xv

1 Introduction to Coaching That Counts 1

The Coaching Initiative: Developing Leaders and Producing

Business Impact 1

Three Lynchpins for Coaching That Counts 5

How This Book Is Organized 9

Section One: Leading with Insight

2 Defining the Space for Coaching 17

Characteristics of Successful Coaching Engagements That Deliver Lasting

Change 17

Transactional versus Transformational Coaching 19

Insight: The Essence of Coaching 20

Levels of Insight 21

The Action/Insight Connection 26

The Leading with Insight Model 28

Key Concepts for the Leading with Insight Model 40

3 Quadrant 1: Finding Focus 43

Case Study: Jane Gets Her Life Back 43

Answering the “What Do I Need to Do?” Question 46

Making Space for Change 47

Quadrant 1 Touchstones 48

The Essential Outcome of Quadrant 1: Physical Centeredness 52

Coaching Tools and Approaches for Quadrant 1 53

vii

4 Quadrant 2: Building Bridges 61

Case Study: Jack Creates Powerful Partnerships 61

Creating Relationships That Work 65

Answering the “What Am I Made of?” Question 66

Quadrant 2 Touchstones 66

The Essential Outcome of Quadrant 2: Emotional Centeredness 69

Coaching Tools and Approaches for Quadrant 2 70

5 Quadrant 3: Creating Alignment 77

Case Study: Mark Takes a Stand 77

Aligning Who You Are with How You Work 81

Answering the “Who Do I Want to Be?” Question 83

Quadrant 3 Touchstones 83

The Essential Outcome of Quadrant 3: Intuitive Centeredness 86

Coaching Tools and Approaches for Quadrant 3 87

6 Quadrant 4: Original Action 93

Case Study: Clare Leads the Way 93

Creating Step Change 97

Answering the “What Do I Want to Create?” Question 98

Quadrant 4 Touchstones 99

The Essential Outcome of Quadrant 4: Personal Power 102

Coaching Tools and Approaches for Quadrant 4 103

The Leading with Insight Model 107

Section Two: Managing Coaching Initiatives

7 Coaching as a Strategic Initiative 111

The Organization Context for Individual Growth 112

Criteria for Coaching as a Strategic Initiative 113

The Cast of Players—and Their Responsibilities 119

Managing Value Creation 122

8 Creating Context and Purpose for Coaching 123

Choice and Context for Coaching 123

Case Study: Launching Coaching at PharmaQuest 129

Critical Success Factors for Setting the Context for Coaching 131

Designing a Coaching Initiative for Impact 140

9 Best Practices for Managing a Successful Coaching Initiative 145

Leverage a Governance Body to Sustain Sponsorship 146

Conduct an Orientation Session to Improve Deployment 148

viii Contents

Set Up Signposts to Gauge How Coaching Is Progressing 153

Build Performance Evaluation into the Coaching Process 155

10 How Coaches Navigate Turbulent Organizations 157

Being a Coach, Being a Consultant 157

What Sarah Could Have Done Differently 159

Sorting Out the Cast of Characters 164

Develop a Navigation Strategy 165

To Be or Not To Be a Consultant—and the Role of Coaching

Companies 173

Section Three: Evaluating Coaching Success

11 Developing an Evaluation Strategy 177

The Five Best Practices of an Effective Evaluation Strategy 177

Developing an Evaluation Strategy at OptiCom 183

The Building Blocks of Evaluation Strategies 187

12 Demonstrating the ROI of Coaching 203

The Data Collection and Analysis Plan 203

ROI Evaluation Toolkit 208

Evaluating Coaching at OptiCom 216

Building Credibility for the ROI Evaluation 228

13 Evaluating Application-Based Coaching: What Are Leaders Doing

Differently? 233

Setting Expectations for Coaching at Frontier Manufacturing 233

The Four Major Decision Areas for Evaluating Application 234

Planning the Evaluation at Frontier Manufacturing 240

Evaluating the Application of Coaching at Frontier Manufacturing 241

Conclusion

14 The Value Nexus: Organization Value and Individual Values 251

Finding 1: The Perceived Effectiveness of Coaching Increased with the

Length of the Coaching Relationship 252

Finding 2: Less than Half of All Coaching Relationships Evolved Beyond

Quadrant 2 253

Finding 3: The Impact of Coaching on the Business Increased as Coaching

Relationships Evolve 258

Finding 4: Monetary Benefits Produced from Coaching Increased as

Coaching Relationships Evolved 259

Contents ix

Finding 5: Seventy Percent of the Monetary Value Was Associated with

Quadrants 3 and 4 261

Finding 6: As Coaching Relationships Progressed Through the

Quadrants, the Average Monetary Benefit Produced by Each

Client Increased 262

Four Examples of Monetary Value: Completing the Case Studies

of Section One 263

Coaching That Counts 268

References and Further Reading 271

About the Authors 273

Index 277