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Welcome!

Welcome!. Clare O’Connell, MCC Passage West, Inc. What is Our Focus?. D iscussion and ideas on ways to increase sales of “ The Extraordinary Coach”. Our Agenda. My Introduction The Business Case for Coaching The Competition – Insideoutdev.com

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Welcome!

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  1. Welcome! Clare O’Connell, MCC Passage West, Inc.

  2. What is Our Focus? • Discussion and ideas on ways to increase sales of “The Extraordinary Coach”

  3. Our Agenda • My Introduction • The Business Case for Coaching • The Competition – Insideoutdev.com • Next Steps

  4. How Will this be Useful? • Increase your ability to differentiate EC • Revisit the positioning of EC

  5. My Introduction • 30 years working with organizations and individuals to increase levels of effectiveness and engagement through consulting, facilitation and coaching. • Sales • Leadership • Organizational Development • Individual Effectiveness • Coaching: Executive, Leadership, Sales, Career/Transition

  6. My Experience • Global • China, India, Australia, Columbia, Europe and North America • Dual citizenship in US and Ireland • Industries • Health Care, High tech, Financial Services, Government, Medical Device, Consumer, Consulting

  7. My Zenger Folkman Experience EL • Fidelity • SMUD • COP (MYM) • Sandia Labs • AT&T • Novellus • Deloitte 1:1 • Apollo Growth 1:1 • Barclays EC • Fidelity • Comcast (TTT) • Public session w/ Jack • Kaiser Permanente • Health Spring EP • Sandia Labs

  8. Business Case for Coaching • ICF Global Coaching Client Study • 2 Billion marketplace • 86% of companies able to provide figures to calculate company ROI found a median return of 7 times their investment • 19% found an ROI of 50 times the initial investment • 28% found an ROI between 10 and 49 times the initial investment

  9. The Competition • InsideOut Development, LLC. • World HQ: Salt Lake City • VP Sales, Craig Guindon - Texas • www.insideoutdev.com • Alan Fine, Founder • Professional tennis coach, UK 1980 • Studied sports psychology - corporate

  10. Their Positioning Achieving performance breakthroughs throughout the organization • Learning Solutions • Coaching Solutions • Business Performance Solutions Simple tools….Powerful results

  11. The Client’s Problem • 97.2% of organizations conduct performance reviews • 58% of HR managers would give their review process a failing grade Source: “Should Performance Reviews be Fired?” Wharton Business School, April 2011

  12. Good News! • What performance mgmt. process creates the highest business impact? • Coaching Source: Talent Mgmt. Survey, Burson & Assoc.

  13. Coaching Defined “Taking valued people from where they are to where they want to go”

  14. The GROW Model • 4 Components of Helping People Improve Performance • Knowledge (inside out vs. outside in) • Fire – passion/excitement • Focus – what you’re paying attention to • Faith - confidence • Goal • Reality • Options • Way Forward

  15. Their Solution • Pre-workshop • Get ready video • “Snapshot” pre-assessment • Workshop • Strategic Alignment action plan • Job aid with questions • Tough conversation planner • Post-workshop • Coaching activity tracking • Online videos • Post-assessment

  16. Strategic Implementation Process • Build Context and Business Objectives • Provide Actionable Learning • Track and Support Coaching Activity • Measure and Recognize Business Impact

  17. Next Steps • What would help you increase your “win rate” of EC?

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