creating space for coaching in today's driven companies--march 2016 webinar
TRANSCRIPT
Creating Space for Coaching
In Today’s Driven Companies
Daphne Woolfolk
March 1, 2016
• A Seat at the Table
• Business Partner
• Strategic Partner
• Trusted Advisor
What is the reality you seek to create?
• Expertise of both parties is valued
• There is shared responsibility for steps in the decision making process
• Control issues become matters for discussion and negotiation
• Communication is two-way
• We seek to work on solving problems so they stay solved
• We seek to leave knowledge behind
Your leverage and influence increases as these characteristics become clear to your clients
Characteristics of Partnership
“There is no way to create your vision without courage…sorry”
PETER BLOCK
• Making a phone call vs sending an email
• Expressing your wants vs. focusing mainly on client wants
• Putting into words what you’re experience vs. ignoring it
• Sharing your feelings vs. staying professional
• Working through the preliminary stages vs. rushing to implementation
Acts of Courage
Consulting Phases
entry/contracting
discovery
feedback/decision-making
implementation
evaluation/termination
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“It is natural for us to feel that if we can present our ideas clearly and logically, and if we have the best interests of the client at heart, our clients will accept our expertise and follow our suggestions…
…Resistance is a predictable, natural reaction against the process of being helped”
PETER BLOCK
Map of Client Resistance
Commitment
Control
Vulnerability
Blame others
Go silent
Question credentials
No time/Need more
time
Analysis paralysis
Rush for solutions
Cancel meetings
Calling you the expert
Attack
Map of Consultant Resistance
Relevance
Competence
Self-esteem
Blame client
Use jargon
No time/Need more
time
Analysis paralysis
Rush for solutions
Flood withdetail/data
Attack
Escalate
Use thepolicy defense
Resistance - A Key Distinction
Overt Disagreement : The person is speaking and behaving in a very transparent way and is assertively disclosing an objection, inability, concern, or misunderstanding
Resistance: The person’s behavior and communication with us is inauthentic or indirect for the purpose of avoiding talking about some harsh reality
“Each moment has to carry within it an element of the destination. This is why the way we come together is so important.
It offers hope…about how the future might look.”
PETER BLOCK
Daphne WoolfolkDirector, Consulting Services
1 (773) 624-5883
www.designedlearning.com