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Coaching That Counts


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Table of Contents




1. Introduction to Coaching That Counts

The Coaching Initiative: Developing Leaders and Producing Business Impact
Three Lynchpins for Coaching That Counts
How This Book is Organized
Section One: The Coaching Space
2. Defining the Space For Coaching
Characteristics of Successful Coaching Engagements that Deliver Lasting Change
Transactional versus Transformational Coaching
Insight: The Essence of Coaching
Levels of Insight
The Action / Insight Connection
The Coaching that Counts Model
Key Concepts for the Coaching that Counts Model
3. Quadrant 1: Finding Focus
Case Study: Jane Gets Her Life Back
Answering the "What Do I Need to Do?" Question
Making Space for Change
The Essence of Quadrant 1: Physical Centeredness
Coaching Tools and Approaches for Quadrant 1
4. Quadrant 2: Building Bridges
Case Study: Jack Creates Powerful Partnerships
Creating Relationships that Work
Answering the "What Am I Made of Question?"
Quadrant 2 Touchstones
The Essence of Quadrant 2: Emotional Centeredness
Coaching Tools and Strategies for Quadrant 2
5. Quadrant 3: Creating Alignment
Case Study: Mark Takes a Stand
Aligning Who You Are With How You Work
Answering the "Who Do I Want to Be?" Question
Quadrant 3 Touchstones
The Essence of Quadrant 3: Intuitive Centeredness
Coaching Tools and Approaches for Quadrant 3

6. Quadrant 4: Original Action
Case Study: Clare Leads the Way
Stepping Out
Answering the "What Do I Want to Create?" Question
Quadrant 4 Touchstones
The Essence of Quadrant 4: Personal Power
Coaching Tools and Approaches for Quadrant 4
Section Two: Managing Coaching Initiatives
7. Coaching as a Strategic Initiative
The Organization Context For Individual Growth
Criteria For Coaching as a Strategic Initiative
The Cast of Players - and Their Responsibilities
Managing Value Creation
8. Creating Context and Purpose For Coaching
Choice and Context For Coaching
Case Study: Launching Coaching at PharmaQuest
Critical Success Factors For Setting the Context For Coaching
Designing a Coaching Initiative For Impact

9. Best Practices: The Building Blocks of a Successful Coaching Initiative
Leverage a Governance Body to Sustain Sponsorship
Conduct an Orientation Session to Improve Deployment
Set up Signposts to Gauge How Coaching is Progressing
Build Performance Evaluation Into the Coaching Process
10. How Coaches Navigate Turbulent Organizations
Being a Coach - Being a Consultant
What Sarah Could Have Done Differently
Sorting Out the Cast of Characters
Develop a Navigation Strategy
To Be or Not to Be a Consultant - and the Rise of Brokers
Section Three: Evaluating Coaching Success
11. Developing an Evaluation Strategy
The Five Sign Posts For an Effective Evaluation Strategy
Developing an Evaluation Strategy at OptiCom
The Building Blocks of Evaluation Strategies
12. Demonstrating the ROI of coaching
The Data Collection and Analysis Plan
ROI Evaluation Tool Kit
Evaluating Coaching at OptiCom
Building Credibility For the Analysis
13. Evaluating Application-Based Coaching: What are Leaders Doing Differently?
Setting Expectations For Coaching at Frontier Manufacturing
The Four Major Decision Areas For Evaluating Application
Planning the Evaluation at Frontier Manufacturing
Evaluating the Application of Coaching at Frontier Manufacturing
14. The Value Nexus: Organization Value and Individual Values
Finding #1: The Perceived Effectiveness of Coaching Increases With the Length of the Coaching Relationship
Finding # 2: Less than Half of All Coaching Relationships Evolve Beyond Quadrant 2.
Finding #3: The Impact of Coaching on the Business Increases as Coaching Relationships Evolve
Finding #4: Monetary Benefits Produced From Coaching Increased as Coaching Relationships Evolve
Finding #5: 70% of the Monetary Value is Associated with Quadrants 3, Creating Alignment, and 4, Original Action
Finding #6: As Coaching Relationships Progress Through the Quadrants the Average Monetary Benefit Produced by Each Client Increases
Four Examples of Monetary Value: Completing the Case Studies of Section One
Coaching That Counts
Further Reading
List of Figures and Tables
About the Authors

Promotional Information

* Demonstrates how to build accountability into the coaching process * Breaks new ground by introducing a powerful process for designing, delivering, and measuring coaching * Presents the combined wisdom of top business coaches

About the Author

Dr. Merrill C. Anderson is a business consulting executive, author and educator with twenty years experience improving the performance of people and organizations. Dr. Anderson is currently the chief executive officer of MetrixGlobal LLC, a consulting company that provides clients with performance measurement solutions. He specializes in providing business support groups such as HR, training and OD with performance measurement solutions that increase accountability for bottom-line results. He has held senior executive positions with four Fortune 500 firms including, most recently, senior vice president, human resources and Academy dean for Wells Fargo Home Mortgage. Dr. Anderson has consulted with over one hundred companies throughout North America and Europe to effectively manage strategic organization change. He has over thirty professional publications and speeches to his credit including the books Strategic Change: Fast Cycle OD and Building Learning Capability Through Outsourcing. Dr. Anderson has taught graduate-level courses at Pepperdine, Antioch and Benedictine universities and soon will begin teaching at Drake University. He earned his doctorate in Psychology at New York University.


"Coaching That Counts is filled with compelling insights on leadership coaching and how to manage this powerful development process to deliver strategic value. A must read for anyone involved in coaching." -- Ken Blanchard, co-author of The One Minute Manager(R) and Customer Mania! "What a powerful piece of work! Coaching That Counts makes a significant contribution to the field of coaching and to the organizations that use coaching services. Every coach and corporate executive needs to study this book carefully." -- Cheryl Richardson, author of Take Time for Your Life, Life Makeovers, and Stand Up for Your Life "Companies today are demanding that international coaching firms provide evidence that coaching is valuable and impacting the bottom line. I found that Coaching That Counts provides a framework for how to approach large coaching engagements systematically so clients see the value in coaching. This book is a must have for anyone providing coaching services to large organizations." -- Barbara Singer, Vice President of Executive Coaching, Global Lore International Institute, USA "The Andersons' book of data and practices illuminates how pivotal coaching can be in taking organizations and individuals to their next level of performance, and beyond." --Dr. Barbara Walton, MCC, President of the International Coach Federation, USA "In the three years since we conducted an ROI study on coaching, the benefits revealed by the study have proven to be strategic and sustainable." -- Cindy Dauss, Leadership Development, Nortel Networks, USA "Coaching That Counts belongs on the shelf of every professional coach and leader who cares about the sustainable development of people. The Andersons portray the impressive results of the marriage between coaching and research by using the data and real life examples of case studies that never fail to ask and answer the relevant questions. Coaching That Counts leaves the reader with a deeper understanding of why coaching is of value, what needs to happen for coaching to produce results, the value of an empirically based model for coaching and even how to measure the ROI of coaching. This is truly a book that counts." -- Nadjeschda Hebenstreit, President of the ICF , Germany, Founder of TheSuccessClub for Solopreneurs "This book is a must for anyone who is introducing coaching into an organization or managing a coaching initiative." -- Ross McLelland, Managing Director, Pacific Consulting Resources Pty Ltd, Australia "Learning about the three lynchpins for Coaching That Counts is a must for business and Human Resources leaders who are working to make coaching an essential element of their global leadership development capability." -- Stephan H. Oberli, CEO and President SHO Resource Group GmbH, Switzerland "This book addresses the three key aspects of a successful executive coaching engagement: the art of coaching, the art of managing coaching initiatives and the art of evaluating coaching results. Coaching That Counts is a wellspring of inspiring insights and powerful tools for internal and external coaches around the world. -- Giovanna D'Alessio, Chief Executive Coach of Life Coach Lab srl, Italy "This book is a must read for coaches who are interested in working within organizations, program managers of organizational coaching initiatives, and Chief Learning Officers who need to be able to articulate the value of executive coaching to key stakeholders." -- Vernita Parker-Wilkins, Executive Development Learning Manager, Booz Allen Hamilton, USA

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