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Chart Your Course to Business SuccessOn Target Business Intensive: Session 9
Mar
ch 6
, 201
2Ad
viso
rs O
n Ta
rget
1
• Session 1• Create a working draft of your Mission Statement• Create a working draft of your 1 and 5 year Vision• Answer the 10 questions on the handout
• Session 2• Review your own financial statements and chart of accounts with
what you learned in Session 2• Session 3
• Create a budget for 2012• If you already have a budget, review and revise as needed• Use the cashflow projection model (at the bottom of the budget
tool) 2
Implementation Steps
• Session 4• Determine your breakeven point for your 2012 budget
• Annual• For the month of February 2012
• Define your target markets (Fill in Marketing Plan – Part 1)• Do a competition analysis (Fill in Marketing Plan – Part 2)
• Session 5• Define Marketing Strategies (Fill in Marketing Plan – Part 3)• Create a Marketing Budget using the template
• Session 6• Start Job Costing every job if you aren’t already• Implement a system to track job profitability over time to
measure progress• Coach foremen to improve
Implementation Steps (cont.)
3
• Session 7• Review Job Process Outline and Job Process Checklist• Customize Checklist for your company• Start to implement a more organized approach to your job process –
add structure a piece at a time• Session 8
• Schedule a recurring company meeting• Create an agenda• Hold your first meeting
• Session 9 • Session 10• Additional activities
• Values Exercise• Business Diagnostic Assessment
Implementation Steps (cont.)
4
• Recap last week – Questions• Personal Communication Skills Inventory• Leadership – Developing a Coaching Culture in your company
Agenda for today
5
The Personal
Communication Styles Inventory
My personal communicat
ion styleMy personal
communication style
My personal communication
style
My personal communication style
MY PERSONAL Communication STYLE
My personal communication style
• Easy to use.• Provides a simple snapshot of your communication styles.• Makes it easy to build rapport.• Gives others a way to communicate with you.• Can eliminate miscommunications.• Fosters respect for differences.• Gives you the advantage in understanding people.• Creates focused communication.• Shows you how to translate your message to all audiences.• Expands your understanding of your and others'
communication styles.
Benefits of the PCSI
8
The DirectorThe DirectorLikes to be in controlLikes to be in control
QualitiesQualities• Results-Oriented• Leaders• Fast Paced• Visionary• Assertive, Outspoken• Risk Takers• In charge
When Coaching ThemWhen Coaching Them• Expect a fast pace• Start with the bottom line• Focus on results• Share new ideas• Encourage them to consider
people and results
The PresenterThe PresenterLoves to talk to anyone,Loves to talk to anyone,anytime, about anythinganytime, about anythingQualitiesQualities
• Animated, Energetic• Highly Creative• Loves Acknowledgement• Easily Bored• Over Promise, Under
Deliver (at times)
When Coaching ThemWhen Coaching Them• Make meetings fast, fun,
social• Emphasize points that make
them look good• Focus on their importance in
the game• Provide follow-up for them• Help them establish a focus
and structure
The MediatorThe MediatorPersonable individualPersonable individual everyone likes
QualitiesQualities• Experts, Knowledgeable• Extremely Helpful• Reserved
Communications• Patient• Thorough
When Coaching ThemWhen Coaching Them• Keep steady pace in
meetings• Avoid coercive behavior• Suggest potential action
steps• Focus on how the project
will help others• Enlist their help• Endorse the value of their
support
The StrategistThe StrategistThorough, Painstaking,Thorough, Painstaking, Hardworking Tactician Hardworking TacticianQualitiesQualities
• Careful Decision Makers• Likes to think things
through• Hates to be wrong• Dislikes making mistakes• Extremely good follow-
up, follow-through• Structure Oriented
When Coaching ThemWhen Coaching Them• Allow plenty of time for
longer meetings• Present all facts before the
bottom line• Stay focused on agenda and
recap at end• Include written
documentation• Encourage them to lighten up
and include others in projects
Discovery Questions
The DirectorThe DirectorAsk questions about
the BIG PICTURE then
lead to SPECIFICS
The MediatorThe MediatorAsk questions about OTHERS
then lead to questions about YOU
The StrategistThe StrategistAsk questions about the
SPECIFICS then lead to the BIGGER PICTURE
The PresenterThe PresenterAsk questions about YOU then
lead to questions about OTHERS
To summarize…• The PCSI is a self assessment tool, not a
personality test• Use the PCSI to understand yourself and others• “Flex” your style to work more effectively with
other people• Improve your effectiveness by drawing upon
your own strengths & communicating with others in ways they can relate to more easily
Leadership – Developing as a leader
and a coach
15
Self Awareness• Personality Style – DISC • Communications Style• Your Personal Strengths• Areas you want to improve
Awareness of others – Colleagues, Direct Reports, other Team
members
• Personality Style – DISC • Communications Style• Their Personal Strengths• Areas you would like them to improve – particularly those you
supervise
Coaching Skills for ManagersTools for Creating a Coaching Culture in your Office
Overview
• Why should I do this anyway?• Creating a Coaching Environment• Coaching Skills
• Listen• Question• Message• Acknowledge
• The Coaching Conversation Model®
• Role Play
Practice – Practice – Practice
S2
Why Leaders are Coaching…
“The #1 reason people quit their jobs is dissatisfaction with their supervisors, not their paychecks.” 1999, Spherion & Lou Harris Assoc.
“Employees who rated their bosses’ performance as POOR and said they were likely to look for a new job: ____” 1999, Spherion & Lou Harris Assoc.
“Employees who rated their bosses’ performance as EXCELLENT and said they were likely to look for a new job: _____” 1999, Spherion & Lou Harris Assoc
“How long an employee stays at a company and how productive she is there, is determined by her relationship with her immediate supervisor.” Gallop, March 1999
S41
Creating the Coaching Environment
IntentionIntention
RelationshiRelationshipp WordsWords
TRUSTTRUST
Coachable Moment®: “a moment in time when the individual is open to taking in new information that will effect a shift in his/her knowledge and behavior”
Coaching Skills
1. Contextual Listening®
2. Discovery Questioning®
3. Messaging
4. Acknowledging and Celebrating
Contextual Listening®
A method of listening beyond the words
To discern all there is to be heard and understood Coach ApproachCoach Approach•Listen for clues•Ask questions to draw out the context•Say what you heard to verify your understanding
The Listening Challenge
Are you really listening or are you just waiting for your turn to talk?
Coaching Tip
Our knowledge, experience and intention …
filter what we hear and influence what we say.
Discovery Questioning®
A systematic process of asking sharply focused questions
To help individuals discover for themselves Coach ApproachCoach Approach•Listen for contextual clues•Ask questions to promote self-discovery•Continue to listen and use silence effectively•Make questions relevant to move the conversation forward
Coaching Tip
Deliver words, questions or statements using neutral language
S28 (3-10)
Neutral Language:Neutral Language:• is without judgment or blame• does not evaluate• is not about your ego• avoids directing or leading the person to your solution• is centered on facts• supports the person to discover, move forward or re-evaluate
Messaging
Converting what you want to say to a language that is succinct, neutral and timely
To share your thoughts in a way that opens the possibility for a shift to occur
Coach ApproachCoach Approach•With trust established, convert what you want to say into:
a concise question or statement using neutral language
a message free of personal agenda•Have an intention to move the person forward.•Let the message sink in. Use silence effectively.
Messaging
• Make a request – get people to try something they may think is beyond them
• Identify gaps between the person’s intentions and their actual behavior
• By providing timely information creates the opportunity for a shift in thinking
S30 (3-13)
Acknowledging and Celebrating
Focused feedback to acknowledge, celebrate or endorse positive contributions, learning and behaviors
To create an environment of being valued Coach ApproachCoach Approach•Be genuine and timely•Pinpoint specific contributions, learning or behaviors•Identify the personal attributes or strengths displayed•Use to lighten the intensity of a conversation
Coaching Conversation Model®
CURRENT
REALITY
YOUR
GOAL
EstablishFocus
Step 1 Step 2
Plan theAction
Step 3
RemoveBarriers
Step 4
Recap
Step 5
DiscoverPossibilities
Coaching Through the Gap
Coaching SkillsCoaching Skills• Contextual Listening®
• Discovery Questioning®
• Messaging• Acknowledging & Celebrating
The Coaching Conversation Model® is a registered copyright of CoachWorks International, Dallas, TX USA and is used by CCUI with permission.
The Coaching Conversation
1. Establish Focus
2. Discover Possibilities
3. Plan the Action
4. Remove Barriers
5. Recap
S7 (2-2)
Step 1 - Establish Focus
• For the meeting
• For the task
• For the gap
S8 (2-3)
Step 2 – Discover Possibilities
• Ask powerful questions• Quiet your mind• Listen non-judgmentally• Paraphrase• Draw out consequences• Share personal experiences
S9 (2-4)
Step 3 – Plan the Action• Guide development of an action plan
• Focus on the desired outcome• Divide into “byte size” chunks• Set target dates for completion
• Define parameters to guide actions• Identify role overlap• Discuss how this project fits within the organization
S10 (2-5)
Step 4 – Remove Barriers
• Ask questions to explore resource needs
• Clarify actions needed to clear barriers
• Support by ensuring cooperation
S11 (2-6)
Step 5 - Recap• Ask the individual to review the meeting • Gain commitment to take action• Re-emphasize your support and what you will do• Establish accountability
S12 (2-7)
Live Coaching • 2 Rounds (7 minutes each)
• A coaches B • B coaches A
• Timing• 5 minutes coaching session• 2 minutes feedback (coach then coachee)
• Scenario• 1 person plays business owner, 1 plays foreman/team
leader• Foreman is not adequately leading/monitoring the job &
his team’s performance
S32 (3-18)
The power of an idea is only in its
implementation…
• Review PCSI Material• Practice awareness and using your communication style• Try using coaching conversations using the 5 step model
Implementation Steps
40