Achieve Breakthrough Performance with a Professional Coaching Firm

1. A Professional Service Firm Focused on Helping You Achieve Breakthrough Performance

2. The Business Case for Coaching Bersin & Associates - 2007 High Impact Talent Management Study • The Talent Management practice which produces the greatest results

3. The Business Case for Coaching Bersin & Associates - 2007 High Impact Talent Management Study • The Talent Management practice which produces the greatest results Sales Executive Council (SEC) - 2007 Sales Coaching Research Initiative • Manager activity most closely associated with Sales rep success

4. Research Suggests: New Generation

5. InsideOut Development • Over 25 years working with professional athletes

6. InsideOut Development • Over 25 years working with professional athletes • Over 20 years experience working with corporate clients

7. What We Do We help individuals and organizations implement a simple, repeatable coaching process that has broad application

8. Philosophy Coaching is not about: Coaching is about:

9. Philosophy Coaching is not about: • Style • Being “nice” • Fixing people Coaching is about:

10. Philosophy Coaching is not about: • Style • Being “nice” • Fixing people Coaching is about: • Increasing and maintaining performance • Implementing strategy • Results

11. We Believe It’s less about… • The “philosophy” of coaching • Do’s / Do not’s of • Coaching • Style • The Coach

12. We Believe It’s less about… • The “philosophy” of coaching • Do’s / Do not’s of • Coaching • Style • The Coach More about… • “How to” for conversations • Simple & Repeatable • Environment for Learning • The Coachee

13. The Biggest Obstacle to Performance Is not that people aren’t smart or knowledgeable enough

14. The Biggest Obstacle to Performance Is not that people aren’t smart or knowledgeable enough It’s that they don’t take action on what they already know!

15. Sample List of Clients

16. Clients Tell Us: Approach leads to swift action and effective results

17. Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence

18. Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence Has a broad range of application beyond traditional coaching

19. Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence Has a broad range of application beyond traditional coaching Don’t have to be subject matter expert

20. Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence Has a broad range of application beyond traditional coaching Don’t have to be subject matter expert Can be used to coach up, down, sideways and at home

21. Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence Has a broad range of application beyond traditional coaching Don’t have to be subject matter expert Can be used to coach up, down, sideways and at home Keeps people responsible/accountable

22. Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence Has a broad range of application beyond traditional coaching Don’t have to be subject matter expert Can be used to coach up, down, sideways and at home Keeps people responsible/accountable Enables people to navigate “challenging” conversations

23. The Spirit of InsideOut Coaching Conveying valued people From where they are To where they want to go

24. The Spirit of InsideOut Coaching • Respect/Dignity • Get in their world • Commitment Conveying valued people From where they are To where they want to go

25. InsideOut Performance Model Paradigm Principle Process

26. InsideOut Performance Model Paradigm • Performance comes from the Inside-Out Principle Process

27. InsideOut Performance Model Paradigm • Performance comes from the Inside-Out Principle • Focus brings out what’s inside Process

28. InsideOut Performance Model Paradigm • Performance comes from the Inside-Out Principle • Focus brings out what’s inside Process • G.R.O.W. Coaching process

29. Paradigm Outside-In Inside-Out

30. Paradigm Outside-In P = C + K Performance = Capacity + Knowledge Inside-Out

31. Paradigm Outside-In P = C + K Performance = Capacity + Knowledge Inside-Out P = C - I Performance = Capacity - Interference

32. Performance Wheel Knowledge Knowledge

33. Performance Wheel Knowledge Faith Belief Fire Focus Energy Attention Knowledge

34. Performance Wheel Knowledge Insecurity Fire Focus Energy Attention Knowledge

35. Performance Wheel Knowledge Faith Belief Focus Indifference Attention Knowledge

36. Performance Wheel Knowledge Faith Belief Fire Inconsistency Energy Knowledge

37. Performance Wheel Knowledge Knowledge

38. Performance Wheel Faith Belief Fire Focus Energy Attention Knowledge Knowledge

41. Staff Fluctuations New technology Information Overload Reorganization Do more with less Never Enough Time Changing Skill Requirements Cultural Diversity Loss of Familiar Ways of Doing Things

42. Staff Fluctuations New technology Information Overload Fear Trust Reorganization Do more with less Never Enough Time Morale Uncertainty Changing Skill Requirements Cultural Diversity Resistance to change No Choice/Powerless Loss of Familiar Ways of Doing Things Self rather than work focus Performance

43. Staff Fluctuations New technology Information Overload Reorganization Do more with less Never Enough Time Changing Skill Requirements Cultural Diversity Loss of Familiar Ways of Doing Things Performance

44. Staff Fluctuations New technology Information Overload Reorganization Do more with less Never Enough Time Changing Skill Requirements Cultural Diversity Loss of Familiar Ways of Doing Things Performance

45. Principle - Focused Attention InsideOut Performance Model: Principle Interference is reduced through focus

46. Principle - Focused Attention InsideOut Performance Model: Principle • Change: • What we pay attention to • How we pay attention Interference is reduced through focus

47. Carrot and stick doesn’t create sustainable change Persuasion/logic doesn’t overcome the psychological resistance Why Focus

48. Carrot and stick doesn’t create sustainable change Persuasion/logic doesn’t overcome the psychological resistance Focus changes the brain Intensity (time x amount) of focus creates change Why Focus

49. Coaching Challenges? Coaching Challenges (what we hear) Time to Coach (takes too long) Misunderstanding of Coaching (telling isn’t coaching) Knowledge/experience doesn’t ensure good coach Challenging/difficult conversations Holding people accountable Coaching up Making coaching simple/repeatable Creating a coaching culture When and where to coach Consistency in the coaching process

50. Process: G.R.O.W. Knowledge Faith Belief Fire Focus Energy Attention Knowledge