1. Effective Business Coaching
Prof. Candida Brush
Franklin W. Olin Chair- Entrepreneurship
Manizales Mas
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2. Agenda
• Challenges in coaching
• Effective models of coaching
• Practice coaching
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4. Parental Model
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5. Expert Model
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6. The Medical Model
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7. Effective Business
Coaching is . . . .
. . . an ongoing dialogue
with the goal of
increasing learning and
improving one’s ability
to perform effectively
now and in the future
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8. Misperception of the
Coach’s Role
Too many people think that a
coach -- especially an
accomplished one -- will
solve their problems.
That’s like thinking that
you’ll get in shape by
hiring the world’s best
trainer and not by working
out yourself.
-
Marshall Goldsmith, Fast Company, October 2004
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9. Coaching is NOT about the
Coach
“I judge too many
situations by what I
would do, forgetting that
not everybody is going to
do what I do, or react the
way I’d react.”
- Bobby Knight , Former Coach
Indiana State University
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10. Basketball Exercise
This is a video about two teams playing basketball.
• One team wears white shirts
• One team wears black shirts
• Your only task is to watch the team wearing white
shirts and to count the number of times that this
team successfully passes the basketball to another
white shirt team member. A pass is successful if it
is thrown or bounced to the team member.
• Be prepared to tell me how many passes you
counted.
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12. Basketball Debrief
• How many passes?
• Did you see anything unexpected?
• Did you see anything change during the
course of the video?
• If so, what?
• What are the implications for coaching your
clients?
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13. Inattentional Blindness
The more you focus on
something, the less
able you are to see
unexpected or
unanticipated
occurrences.
What don’t you
expect to see
that is out there?
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14. Self-generating Beliefs are not
Observations
“Our ability to achieve the results we want is
eroded by our feeling that:
• Our beliefs are the truth
• The truth is obvious to all
• Our beliefs are based on objective data
• The data we select are the real data”
• - Senge, Peter, The Fifth Disclipline Fieldbook

15. Practice Part 1- A Developmental
Coaching Experience
1. Think of some challenging problem or
issue about which you would like some
coaching (5 minutes)
2. Move into pairs. One of you is coach, the
other coachee.
3. Describe your issue to your coach.
4. Switch roles and take turns in the role of
coach, and coachee.
5. COACHES: Ask questions only !
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17. Active Listening
• Paying Attention
• Empathy
• Paraphrasing
• Eye contact
• Watching body language
• Asking clarification questions
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18. Practice Part 2:
Three way role-plays
Divide into groups of three :
• 1 person will be the coach
• 1 person will be the client with a business challenge
• 1 person will be the observer.
• Think about a business challenge that your client might be facing. Each
person will have 10 minutes to coach their client on how to address the
business challenge.
After the role play, the observer will provide feedback to the
coach on:
• Use of questions
• Understanding of what the client was trying to present
• Ability to understand the client’s perspective
• Ability to move the challenge forward in an effective way
• The outcome of the interaction
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19. Summary
1. Look beyond your expertise
2. Its not about YOU!!!
3. Active listening
4. ASK QUESTIONS!!
5. Coaching is an on-going dialogue to make your
mentee move forward and become self-sufficient.
Adapted from, Byron & Catherine Pulsifer, from What Does a Coach Do?
“The Coach does not play in the game, but the Coach
helps their mentee identify areas to improve”
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