Since we use a “pay only for results” process in behavioral coaching, we have had to learn to qualify our coaching clients. This means that we only work with clients that we believe will benefit from our coaching process. We refuse to work with leaders who don’t care.
Have you ever tried to change the behavior of a successful adult that had no interest in changing? How much luck did you have? Probably none! We only work with executives who are willing to make a sincere effort to change and who believe that this change will help them become better leaders. Our most successful coaching clients are committed to being role models for leadership development and their company’s values.
Some large corporations “write people off”. Rather than just fire them, they engage in a pseudo behavioral coaching process that is more “seek and destroy” than “help people get better”. We only work with leaders that are seen as potentially having a great future in the corporation. We only work with people who will be given a fair chance by their management. We refuse to work with leaders who have been “written off”.
There are several different types of coaching. We only do behavioral coaching for successful executives – not strategic coaching, life planning or organizational change. I have the highest respect for the coaches that do this kind of work. That is just not what our network does. Therefore, we only focus on changing leadership behavior.
If our clients have other needs, we refer them to other coaches. Finally, I would never choose to work with a client that has an integrity violation. We believe that people with integrity violations should be fired, not coached. When will our approach to behavioral coaching work? If the issue is behavioral, the coaching client is given a fair chance and they are motivated to improve, the process described in this article will almost always work. If these conditions do not exist, this process should not be used.
Life is good.
Marshall
My newest book, MOJO, is a New York Times (advice), Wall Street Journal (business), USAToday (money) and Publisher's Weekly (non-fiction) best seller. It is now available online and at major bookstores.
http://www.MarshallGoldsmithLibrary.com
1 comment:
I like your approach. If you don't spend time on the front end determining whether the client is a good fit, you're likely doomed to frustration on the back end. I learned five words that helped me avoid this in my practice: "I'm not right for everyone."
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