Business Coaching and Mentoring

435 Pages·2017·9.808 MB·English

by  Crabb, Steve;Taylor, Marie

Business
Coaching &
Mentoring

Business
Coaching &
Mentoring
2nd Edition
by Marie Taylor and Steve Crabb
Business Coaching & Mentoring For Dummies®, 2nd Edition
Published by: John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030-5774, www.wiley.com
Copyright © 2017 by John Wiley & Sons, Inc., Hoboken, New Jersey
Published simultaneously in Canada
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Library of Congress Control Number: 2017944455
ISBN 978-1-119-36392-7 (pbk); ISBN 978-1-119-36395-8 (ebk); ISBN 978-1-119-36393-4 (ebk)
Manufactured in the United States of America
10 9 8 7 6 5 4 3 2 1
Contents at a Glance
Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
Part 1: Getting Started with Business Coaching
and Mentoring . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
CHAPTER 1: Navigating the World of Coaching and Mentoring . . . . . . . . . . . . . . . . . . . 7
CHAPTER 2: Making the Case for Coaching and Mentoring . . . . . . . . . . . . . . . . . . . . . 27
CHAPTER 3: Developing the Skills and Knowledge Base
of a Coach and Mentor . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45
CHAPTER 4: Assessing Clients’ Needs before Coaching . . . . . . . . . . . . . . . . . . . . . . . . . 69
Part 2: Developing the Business Leader’s Mind-Set . . . . . . . . 91
CHAPTER 5: Managing the Inner World of Thoughts and Emotions . . . . . . . . . . . . . . 93
CHAPTER 6: Helping Leaders Recognize Why “I Did It My Way”
Isn’t the Best Epitaph . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 121
CHAPTER 7: Coaching Clients through Their Blind Spots . . . . . . . . . . . . . . . . . . . . . . . 139
Part 3: Coaching and Mentoring to Get a
Business on the Right Track . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 161
CHAPTER 8: Telling a Compelling Story in Business . . . . . . . . . . . . . . . . . . . . . . . . . . . 163
CHAPTER 9: Helping Clients to Assess Their Own Businesses Objectively . . . . . . . . 187
CHAPTER 10: Developing Vision, Mission, and Values . . . . . . . . . . . . . . . . . . . . . . . . . . 203
CHAPTER 11: Transforming Visions into Workable Plans . . . . . . . . . . . . . . . . . . . . . . . .225
CHAPTER 12: Mentoring for Personal Success and Empowering Leadership . . . . . . 249
Part 4: Creating a Successful Business Identity
with the Support of a Coach . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 269
CHAPTER 13: Developing the Brand of You . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 271
CHAPTER 14: Developing Relationships at All Levels . . . . . . . . . . . . . . . . . . . . . . . . . . . 295
CHAPTER 15: Coaching to Help Business Engage, Inform, and Influence . . . . . . . . . . 321
Part 5: The Part of Tens . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 347
CHAPTER 16: Ten Online Resources to Boost Coaching and
Mentoring Effectiveness . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 349
CHAPTER 17: Ten Tips for Leaders Who Coach or Mentor People in Business . . . . . 357
CHAPTER 18: Ten Tips for Business Leaders Hiring a Business Coach . . . . . . . . . . . . 369
CHAPTER 19: Ten Questions to Keep a Business on Track . . . . . . . . . . . . . . . . . . . . . . 375
Index . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 383

Table of Contents
INTRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
About This Book . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
Foolish Assumptions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
Icons Used in This Book . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Beyond the Book . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
Where to Go from Here . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
PART 1: GETTING STARTED WITH BUSINESS
COACHING AND MENTORING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
Navigating the World of Coaching
CHAPTER 1:
and Mentoring . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Spotlighting the Business Benefits of Coaching and Mentoring . . . . . . 8
Defining Coaching and Mentoring . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
Coaching is the art of co-creation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
Mentoring is the art of imparting wise counsel . . . . . . . . . . . . . . . . 11
Distinguishing coaching and mentoring from therapy . . . . . . . . . . 11
Distinguishing Business Coaching from Other
Types of Coaching . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
Business coaching requires an understanding of business . . . . . . 14
Coaching leaders to be difference-makers . . . . . . . . . . . . . . . . . . . . 15
Equipping Yourself to Help Other People in the
Business Context . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
Choosing a coach or mentor . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20
Becoming a business coach or mentor . . . . . . . . . . . . . . . . . . . . . . . 21
Being on the Other Side as Coachee or Mentee . . . . . . . . . . . . . . . . . . . 22
Understanding Professional Requirements . . . . . . . . . . . . . . . . . . . . . . 23
CHAPTER 2: Making the Case for Coaching and Mentoring . . . . . 27
Taking the Role of Educator . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28
Valuing Third-Party Observation in Business . . . . . . . . . . . . . . . . . . . . . 29
Showing that the coach’s perspective matters . . . . . . . . . . . . . . . . . 29
Knowing how perspective feeds into change . . . . . . . . . . . . . . . . . . 30
Understanding construal-level theory . . . . . . . . . . . . . . . . . . . . . . . . 30
Leading a client to the light-bulb moment . . . . . . . . . . . . . . . . . . . . . 34
Identifying the Client’s Return on Investment . . . . . . . . . . . . . . . . . . . . . 34
Selling the benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35
Doing a cost-benefits analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36
Measuring and monetizing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38
Measuring the hidden benefits clients can’t see . . . . . . . . . . . . . . . . 38
Investing now for a future return . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40
Table of Contents vii
Stretching the Budget . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41
Adding Value by Training Leaders in Coaching and
Mentoring Skills . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42
Developing the Skills and Knowledge
CHAPTER 3:
Base of a Coach and Mentor . . . . . . . . . . . . . . . . . . . . . . . . . . . 45
The Differences between Coaching and Mentoring . . . . . . . . . . . . . . . . 46
The coaching skillset . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46
The mentoring mind-set . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47
Coaching and Mentoring Skills . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48
Being present for a session . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48
Active listening . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48
Why coaching is rarely about the first issue in the
conversation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49
Doing your homework and developing relevant
business knowledge . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
Structuring a Client Session . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52
Getting into the right frame of mind . . . . . . . . . . . . . . . . . . . . . . . . . 52
Contracting creates relationship clarity . . . . . . . . . . . . . . . . . . . . . . . 52
The contracting session . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 53
Creating the right environment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54
Knowing your limitations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 55
Using Models in Coaching and Mentoring . . . . . . . . . . . . . . . . . . . . . . . . 57
The CLEAR mode .l . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 57
Solution-focused coaching model . . . . . . . . . . . . . . . . . . . . . . . . . . . . 60
A model for mentoring . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 61
Developing flexibility in utilizing models and tools . . . . . . . . . . . . . 64
Working in Particular Circumstances . . . . . . . . . . . . . . . . . . . . . . . . . . . . 64
Coaching and mentoring via telephone, web, and email . . . . . . . . 64
Cross-cultural and multicultural work . . . . . . . . . . . . . . . . . . . . . . . . 67
CHAPTER 4: Assessing Clients’ Needs before Coaching . . . . . . . . . . 69
Creating Programs to Deliver Coaching and Mentoring in
Organizations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 70
Figuring out what the organization wants and what
the organization needs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 70
Working with talent management and succession planning . . . . . 76
Supporting coaches and mentors . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
Coaching Wannabe Business Owners and Startups . . . . . . . . . . . . . . . 78
Helping startups see the value of coaching . . . . . . . . . . . . . . . . . . . . 78
Looking at areas for focus . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 79
Guiding the jack-of-all-trades and master of one . . . . . . . . . . . . . . . 80
Helping the Family-Owned Business Survive and Thrive . . . . . . . . . . . 82
Knowing where your support is most helpful . . . . . . . . . . . . . . . . . . 82
Evolving the legacy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 83
viii Business Coaching & Mentoring For Dummies