Coaching can bring high growth through fresh eyes

Every business can benefit from an assessment from time to time and for those willing, the benefits that result are high.

Whether it is done internally or externally, taking an objective opinion can result in high growth.

Imagine the benefit to a top football club of having a world class Coach and the effect on team performance.

Can you say your Company is:

 Willing to seek intensive help on issues holding back development across the business?

Though benefitting from the skills needed in the senior management team, remain happy to seek extra and specialist support to realize business growth?

Is comfortable with the idea of getting a clear directional map from an impartial and highly experienced business professional?

Is prepared to let someone uncover the barriers that may be holding the business back, whilst being willing to take action to remove them?

Why is a professional Coach able to produce the best outcomes above?

1.    By developing good business planning.

2.    Through structured performance coaching in how to improve existing processes and implement new processes.

3.    By providing coaching to enable business leaders to address their specific business problem

4.    High Growth Coaching involves the experienced Coach helping businesses to assess their performance against a variety of themes as part of the growth process. These might include:

1.    Performance Benchmarking

2.    Market Understanding

3.    Innovation

4.    Intellectual Property

5.    Investment Readiness

6.    Skills of the Workforce

7.    Leadership and Management

Elements of high growth Coaching include:

·        Transferring specific expertise and knowledge to the business

·        Structured content for supporting progress

·        Setting targets, goals and milestones

·        Increasing performance

·        Being directive and pressing the business

·        Being task related

·        Working with the business to achieve a specific programme

·        Directing the organisation and senior manager(s)

·        Improving the business plan with Management

Such scrutiny may provide some surprises but what can be better than looking again at the key aspects that are vital to business success?

Are we in need or re-calibrating?

As we develop our skills and our careers progress we start to increase our confidence.

It’s a natural benefit of success.

There are possible dangers too, of course.

Confidence can increase our self reliance and it’s possible to lose sight of some realities. In short we can encounter the kind of dangers that can undo all our good work.

We succeed in general because we hold to a vision, a philosophy and principles that we agree to conform to.

This is our foundation and it’s very easy to discard it when things start going well.

We begin to think our opinions are better than others – even that WE are better than others.

If so we can only hope to get a reality check.

True success is built over the short, medium and long term and only those that lasted the course can ever claim to have shown initiative, talent and balance.

Short cuts are for those who will fall short.

In everything in life we need to co-operate with others and get them to work with us.

Being a good listener and welcoming ideas from others is like “oiling” the wheels of any project.

The difference as we progress is that we become the “leader” but understanding the huge skills of leadership is vital.

Being the Boss does not in itself suggest we are a good leader.

Often, you will be aware of the best leaders by looking at what their staff achieve, their positive motivation and respect for others around them.

Just like looking at children you can estimate something about the parents.

I have said many times that business has the same structure as a family and needs to be managed in the light of a variety of characteristics.

Some disagree with this, taking the view that you employ and pay staff to do what you require.

You can make your mind up where your opinion lies.

I have found over the years that five minutes in a business structure gives me a “feel” for what to expect from management.

I have met the very best and worst over the years and can say without hesitation that poor management may survive but seldom achieves much in the long term.

Good management is approachable and encourages and respects the thoughts of staff, whilst recognising their role is to take the final decisions based on having the big picture.

It takes some courage to look at ourselves in a mirror and be honest.

Who is going to be honest with the “Boss” to point out areas of concern about their approach? That takes courage too.

I have spent many years making assessments of business leaders and can remember the awkwardness of having to lay out areas for Improvement.

In truth, it was rare to get a bad response but they have existed.

None of us like to be judged by others but whether it’s done openly or not, it is happening all around us.

Why not be happy to welcome comments because we become stronger as a result.

Too often, management welcomes scrutiny of others but think they no longer need it.

Calibration allows for not being perfect but measures within an acceptable range + or -.

The question for all of us, if measured, is whether we have stepped out of the acceptable range?

We will never know if we see ourselves above such questions, as if we are above accountability.

Like the MOT on our car it’s good to get a pass and feel satisfied we are “fit for purpose” when assessed to the required standard.

Wherever we are today – tomorrow we can make even more progress at Improving our Influence and success.

With a willingness to aim high we benefit both ourselves and others.

BEST sales people change opinions

Never forget……...

A loud voice cannot compete with a clear voice – even if it’s a whisper.

Barry Neil Kaufman

Everyone thinks they can sell but the real question is “how well can they sell?”

If someone wants to buy a suit and you work in the suit shop they walk into, there’s a chance they will buy one.

Does that qualify you as a sales person though? I’m afraid not.

Professional sales people have a very special skill – they change opinions.

They sell to people who say:

“I don’t need it”

“I’m not interested”

I’m happy with my existing supplier”

“You are too expensive”

“I don’t have the budget” and many more seemingly reasoned “no thanks”.

I have often been asked if someone who sells something typically for £100.00 could possibly cope with selling something at £10,000.00.

The answer is that a real sales person has no mental barrier to the amount of an item because they use the same process of establishing a need, justifying it and supplying it.

Whether you buy a car at £8000, 00 or £80,000.00 you pay what you can afford to gain the best value.

The sales person provides the thinking that helps you realise you can make the decision now and reap many benefits.

Emotions are involved in buying anything but we are all practical enough to want to justify our investment.

Good sales people love the task of helping people realise what is possible and why it is to be welcomed.

They don’t just fill a need, they “create” one.

Good sales people know the value of building best relationships and seek the trust of the customer.

A sales person who solves a problem, adds benefits and who develops a record of good advice becomes invaluable.

They come to understand peoples thinking, identify their genuine needs and act in their interests by opening the mind to ideas not considered.

They listen, learn and produce a workable solution.

People who solve problems are welcomed by everyone.

They don’t just see the problem – they think beyond it.

Every business needs such help and when a professional sales person drops by or gives you a call, you will recognise it easily by their approach.

You will be surprised what you can learn from them.

After all, how many times have they done this before?

LinkedIn has genuine value when used well

I was pleased last year to be advised that my LinkedIn Profile was in the “Top Ten Per Cent” viewed globally.

To think that I was “dragged” to it by colleagues reminds me that when something is worth doing – set time aside for it!

I recall well hitting 100 connections and people offering congratulations, as I had now overtaken them!

This week I accepted my 3000^th connection and every single one of them is valued.

Invitation examples like this are so positive that they produce an energy of their own and the writer strikes me as someone who can make a difference:

Hi Derek

I came across your profile and was impressed with your drive and entrepreneurial spirit

Looking at our similarities, I thought I’d reach out and invite you to connect

I’m a true entrepreneur at heart and open to all opportunities. Maybe we could share ideas?

It’s eloquent, thoughtful and reflective. It’s also persuasive, a great skill to have.

Broaden out and realise that new relationships can build great partnerships for the future.

We can share and pass on experience and secure good skills for the future.

Our own skills are the result of having been helped and it’s important we never forget the principle of “giving back”.

I joke, with some seriousness, that whilst a colleague seeks advice via a search engine that I can get an answer from a specialist on LinkedIn as quickly and more reliably. It’s that good.

In the past when someone was not willing to take a complaint of a family member seriously, I found the “Boss” on LinkedIn and got Immediate action.

Thousands visit this Blog every month from all over the world and I don’t doubt that LinkedIn is one of the reasons for this.

A simple click from my LinkedIn Profile brings you here.

LinkedIn is undoubtedly a Business Community with great potential and I continue to be Impressed by LinkedIn’s Improvements and Innovation.

I feel fortunate that many of my links have asked for my help and advice and I have been privileged to give support willingly.

Equally, I have received huge generosity of Interest and support.

Unexpected generous comments have been humbling and reinforcing.

So, if like me you feel hesitant, learn from my experience.

I should have done it two years sooner.

I am fascinated by the audience visiting and revisiting this Blog.

It provides a reason to keep up with it.

I have met great people around the world and LinkedIn has ensured those friendships are preserved.

The professionalism of others is clear to see when looking at their profiles.

Its time you joined and the benefits will follow.

Thank you for staying in touch.

Never confuse movement with "Action"

In business terms the face of the United Kingdom has greatly changed in recent years.

Whereas once our manufacturing gave us a high level of export opportunities we seem to have become a haven for the financial Industry.

Our skills base is disappearing and we can no longer rely on our costs being competitive.

Of course, no-one would ever doubt our quality but in a disposable age it’s getting harder to quantify our price, or is it?

Have we just forgotten how to do it, maybe?

Inevitably, our good ideas have been reproduced in other parts of the World and as India and China improve their success, their quality of life is likely to go up whilst ours will go down to compensate for the economic change.

Too often, decisions about the interests of business are being made by those who have no experience of it.

I have done business extensively outside the UK, particularly in Europe.

The last decade has revealed a huge difference in approach.

The UK is still living in the past, telling everyone that British is best whilst having missed that actually, it has not been true for some time.

We have lost our focus, are not putting in a full shift mentally and have lost the desire to train and motivate our Staff properly!

In short we have become lazy.

Perhaps that sounds harsh and if so here may be part of the problem.

We don’t like being challenged and our defence mechanism kicks in.

We see ourselves as “rightful heirs” to the crown of business success.

It’s the same response given to our national football team.

Aren’t we really the best because it’s our game!

Well, look at the Trophies in the cabinet.

Something is afoot because we are no longer winners.

Many Staff have a “look busy – the Boss is on the prowl” mentality.

Momentary shows of looking busy may make it seem like we are moving – but never think that means there’s any “action” to provide a successful outcome.

Doing our job just for the pay, as is the case with some, means we would not be honouring our agreement.

Putting in a proper day’s effort for a day’s pay is the basis of any employment.

It applies at all levels of jobs from the Managing Director to the Cleaner.

Doing as little as possible for as big a reward as possible has crept into the nations thinking.

Don’t be surprised if someone much keener replaces you if this is an issue.

Every part of a business has to be measured for its effectiveness.

Each individual or unit within a business impacts on outcomes.

Imagine not knowing a part of a business is failing, if only in attitude.

Its unfathomable and poor management that must end quickly for sure.

Like the best football teams a business needs to be well organised, skilful and have a winning mentality.

Accepting mediocre results is terminal.

Try this:

Get your Staff together and ask them spontaneously to convince you why your Company and your products are genuinely the best.

If you hesitate together, no member of your team should speak with a customer until they have been refreshed. The lull you hear is what the outside world also receives. Hardly inspiring to the listener is it?

Sometimes, Managers or Team Leaders are the worst offenders, having lost touch with what’s important. They have set a bad trend.

Speaking in generalities impresses and convinces no-one.

A crisp, well reasoned set of benefits will get you an audience.

If staff have no belief it will never reach others.

When you don’t believe – enthusiasm disappears.

Why is your product £100.00 more expensive than an alternative?

Knowing your strengths and weaknesses is vital.

The problem is that whether your staff is strong or weak determines your future.

Never underestimate Europe and the Rest of the World.

They watched, listened, learned and overtook us.

Whilst we were sleeping they took the game to a new level.

It’s now high time we got in better shape and became certain we are fielding our strongest team.

Does the “Fast Track” beat the slow one?

In any Industry you can come across exceptional talent.

The UK has often taken the view that University Graduates with distinct examination results should be drawn and pushed to dizzy heights at the earliest possibility.

There is no doubting that education is a vital ingredient in helping people achieve more but I have often wondered why some, with the very best start and support still fail.

My view is that knowledge in itself cannot guarantee an ending because Wisdom is the “Application of Knowledge” and it’s here you can define the outcomes.

No amount of knowledge can make some wise, so something else is needed and that “something” is experience.

Education may give you confidence but experience gives you value.

You will find many a Police Inspector who skipped the ranks and was moved quickly to a leadership role via University, without ever seeing a beat or handling an aggressive thug.

They have been given the theory of course but will it sustain them in a real life situation?

Another issue is respect. It needs to be earned.

How is that possible if you never learned “on the job”.

In Business some are quickly promoted beyond their skills.

The Son of the Owner gets preferred status without earning it.

When sufficient pressures turn up such ones will fail miserably because of “no exposure to the real tasks”.

I grew up in Companies where training included doing the jobs of others for a better Insight.

It made you respect others and the job they did.

I never wanted to drive a Chemical vehicle but watching others do it every day gave me a high regard for their value.

Knowing your business and your people helps in more ways than you can imagine.

If you have key responsibilities you need to understand how your decisions impact the business.

Many call themselves “Strategic” without knowing the first thing about their business.

Existing in a comfort zone becomes a hindrance.

When BS5750 (now ISO 9000) first arrived I was General Sales Manager of two Group linked Companies.

Because it was felt I was organised and good at projects our Board asked me to deal with it.

It was an eye opener.

When asking Management how they “thought” we did things, it bore no relation to the reality!

Imagine, these people were forming our Strategy and new neither our strengths or weaknesses or what we were or were not capable of.

Do you think when they assured everyone each month that they had the future “Mapped Out” that the real evidence supported the claim?

Heres a big question for all of us then:

If we are a Manager or Director DO we know how it works or do we just THINK we know?

There’s only one way to be sure.

Time is involved in achieving good things.

Being in too much hurry makes us miss or forget important details.

Can we even be sure our Managers pass reliable information to us, since they may be guessing or preferring to rely on an opinion.

When a storm comes it’s not good to hear your leaders say “I didn’t expect to need a stronger foundation”.

Strategy is “Advantageous Planning”.

Now may be a good time to be checking you have a reliable one in place.

Humour is never far away!

One thing you cannot fail to smile about in the UK is the quick wit of some.

These caught my attention recently;

“I agree with Sir Bruce Forsyth’s views on Britain’s Got Talent subjecting children to stress and disappointment.

Didn’t he do well. Nice to tell them, to tell them nice”.

 – Graham Bridle

A new title given to HMRC by a Daily Mail reader – Anon

Help Multinationals Retain Cash

Expect a visit Mr Anon.

Listening to Barnsley’s finest Senior Citizens is a source of good humour.

A group pondering how it’s possible to kidnap and hold Women in America against their will for a decade with no-one noticing, one elderly Gent provided a perspective:

“Ten years, Ten years! It would have taken the curtain twitchers in my street Ten minutes to work it out. They’re so cheeky they come across the street and ask you to open your curtains wider so they can see the TV better!”

A Grandma waiting for a Bus with her Grandson told him to remember he was to say he was only 4 if asked, to avoid paying.

The Driver, trying to be attentive asked him how old he was and was told 4.

“That’s great” said the Driver – when will you be 5?”

“As soon as I get off this Bus”, came the reply.

FA Director of Football, Sir Trevor Brooking tells us it will take us 10 years to catch up with the highly regarded German Youth Policy.

Martin Samuel then records our Trev has been nine and a half years in his role!

No doubt he is also confident England will win the next World Cup in Brazil.

He should know best!