In today’s world coaching of managers cannot be ignored. Management coaches became as needed as top sport coaches in national sport clubs. On the market, many companies do provide coaching services with some workable methodology, but the personality of the coach plays a big role in this. The model described here is one which can be learned by anyone who likes to coach managers successfully and with results. It includes conviction as the most important element. This conviction then is communicated via the correct emotion and some specialized techniques are used to get a measurable end-result.
What does the manager want to achieve on the long run and what are the underlying reasons behind this? This questions seem too simple at first glance…. But most coaching per my observation fails at that exactpoint. A clear agreement on the purpose of the goals brings the energy to both the manager and the coach. It is like an automatic motivating and energy creating mechanism. And the coach will see it physically in front of his eyes.
Lets take an example of a coaching session with a manager.
The manager when asked for his goal, says : “We want to be the biggest builder on the market in 5 years”. Great…. Naturally one has to detail this , which market, what exact product, when? How big? Etc. In that way both the manager and the coach have a clear picture of the goal the manager wants to achieve and the coach wants to help achieve. In this process one can even make a clear picture with a camera or a clear video of the goals one wants to achieve to make it more real for both the manager and the coach.
Why does the manager personally want this? Answers like: because my boss wants this, or because we have to have it, or because then I will be liked by my colleagues” can pop up. The coach then looks for a personal reason of the manager which is a positive reason for most parties involved. This process can take quite some time. The end result of it is that the Manager feels the energy coming back. For instance the manager says: “I always loved our buildings and I really want the market to see those buildings all over the place”. The coach will see that the manager now really knows why and that he is ready to start getting it.
Ones the goals, purposes of the manager are well known and established, it is now the turn to the coach to look in himself whether he personally and honestly really agrees with this goal and purpose and whether he really loves the manager enough to bring him though all kinds of situations. I want to stress the importance here of this step. In my career when I honestly did not want this goal of the manager, I refused to continue coaching the manager. And when I honestly wanted to help the manager it was easy and brought success. The coach also has to have affinity for the manager and somehow love him like he/she was his own child. Aligned conviction of both manager and coach is the most important determinant of the success in coaching managers.
Detailing the goal is mostly forgotten in coaching. Let us take an example of a company where 3 managers have the same goal, but all three see the details differently. The telephone rings. A CEO of a big company has conflicts between his top managers…. His marketing manager, his financial director and his manager in charge of the stock do not agree on the correct amount of stock in the crisis situation … We analyse the situation and we see that the marketing manager wants as much stock as possible in this crisis so as to be able to respond fast to the market. The financial manager on the other hand wants zero stock because every stock is money lost in a crisis situation. The person in-charge of the stock wants standardized boxes with standardized labels so as to quickly unload and upload the boxes. Three people working in the same company, all very motivated and intelligent and really wanting the same goal. …. three different ways to see the ideal stock. The reason is not that they have counter intentions or that they are stupid. The reason is that they do not have an agreed upon ideal scene concerning the stock. Taking into account that there are many functions in any organisation, the potential to have different views on how it should be ideally is imminent. This creates in most companies chaos and is one of the main reasons management cannot be done correctly.
Once the ideal scenes have been determined and agreed upon, comes now how the coach and the manager are going to measure the actual, the real scene on results, so as to be able to see what are the positive points (plus-points) and the negative points (outpoints) and what to do in each situation arising.
This measurement has to be done over time in graphical form. An actual scene either improves towards the ideal or worsens. Things do not stay equal. They are in continuous movement, better or worse than wanted.
I also want to stress the importance of the coach to be able to coach in a positive factual way and not as a fascist coach (believing people get better with punishment and hardships) or a relationship coach (working only with feelings, rumours, personal relations of any kind) or a corrupted coach (working with bribes).
A good coach works only with 2 elements: does the manager improve towards the ideal scene or not based on factual measurement and the positive intention of the manager.
A great coach is like a loving mother, when her kid improves, betters, she finds out the positive thing the kid is doing and awards or acknowledges the kid for it. When the kid does something bad she also looks for the positive intention behind the negative result.
People are basically good and one has to look at the positive intention in any resulting situation and work with this intention to help people to improve themselves. Punishment as well as sympathetic reasonableness are not part of the vocabulary of the management coach. Empathy and pushing the positive intention are part of his vocabulary.
Once the measurements have been established the coach can now measure over time (per minute, per day, per week, per month, ..) the improvement or worsening of the managers situation. This is done in graphical form with on the one hand the results and on the other hand the time. The time period used will depend upon how fast a situation can affect the manager heavily and how flexible he is to change a course of direction.
Both the coach and the manager will base their plan for the next period on the movement of statistic in graphical form. When a situation improves – following the English Soccer League’s adagio “never change a winning team” the coach will not change anything as a first step. When a situation worsens slightly, the coach will gently push the manager to improve his situation fast and when a situation worsens the coach will as a first step not change anything.
Emotions and motivation comes from the same Latin word “movere”: which means to move.
When a coach talks about motivation, he means to help a person to move, motivate himself.
History has proven that slavery, punishment, pain, fear, manipulation, drugs, hypnosis do not have a long lasting and wanted positive impact upon people to get motivated, but do certainly create unpredictable reactions of people.
Motivating someone is only possible by inviting someone to motivate himself. Inviting someone to motivate himself towards a certain goal or purpose is done via the usage of an exact emotional carrier wave. People express emotions and those change in seconds. A great coach uses the correct emotional carrier wave to bring about understanding in the person of the manager. The point is that the coach uses a correct emotion so as to not create reaction but motivation in the person of the manager.
An acknowledgement is a word, symbol or sentence expressing to the other person that he/she is understood. An agreement expresses also that the person agrees. Those are 2 different things.
In some countries from the East, people do not dare to acknowledge anymore because agreement and acknowledgement have been mixed and they think when acknowledging the other person will take it as agreement. One can – without agreeing – acknowledging a person and thus positively and correctly controlling a communication without creating negative reactions.
Let us take an example. The manager has to do something as a task given by the coach. He has some human reactions in a negative angry emotion. The coach at that moment has to know how to acknowledge the person in the correct emotion so as the human reaction to disappear as well as the objection. A management coach who does not know this will personally react and will not get a smooth accomplishment of the targets given nor the plan elaborated.
A great coach loves people, loves to help people, understands people, finds the good in people and uses exact steps to help people to motivate themselves towards growth and prosperity.
Success to all readers who want to become management coaches.
IDEAS cv 2012, Marc De Turck
Special acknowledgement is made to Mr. L. Ron Hubbard and his writings on targets and goals, ethics and conditions and on communications.
drs Marc J. De Turck
Thank you for the way of presentation of the lecture and my view about the management has changed in another direction, having in mind how we can look at the team and team work.
It was very useful for me to have practical and specific example in the management of an organization.
My personal benefit from the seminar is big and I hope I will implement it in the future.
Impressions that I want to share with you exceed my expectations. The way of presenting the lecture from both of lecturers made me feel like a part of their team.
Enthusiasm they gave us kept it interesting all the time. The things I’ve learned will be useful for me not only in my work as Chief of the Cabinet, but also in my life – especially personal life.
I wish to the team to be always at good level and I longing to see you on the next seminar.
N.T. Chief of Cabinet
For me this seminar was useful in dependence with the job I am doing now – Chief of the Cabinet of a Minister. In my everyday life I meet different people with different personalities and have to take different decisions. I am sure, now this will be easier for me.
I want to thank you for the knowledge you gave us.
My name is Andrey Kamenov and I am the owner of Orbisoft, a company that manufactures software systems and sites. I like work and I do it with desire every day for 7 years. Despite the rising trend of my business, I have been struggling for a long time with organizational problems, with customer communication and the sales process. I had clear goals about where I wanted to be and what to achieve, but the path to their achievement was vague, confused, with the times of difficulty. In a few words: "A lot of work for small and unsatisfactory results." After attending the Free Boss seminar, I realized that I had lost a lot of time in search of complex systems for organizing business, time, team, products and energy. This whole chain I found in the courses of 'Ideas'. Working with Mark and his team has helped me to double my sales, organize my processes and deliver my products on time. Sincerely I recommend working with Mark and Ideas if anyone has any doubt can write to me email@example.com. I'd be glad to talk to him about it.
I think that the fact two lecturers were so artistic very much help to direct the attention of the participants and to learn the matter.
The seminar is very useful to understand the basics of behavior of people who have bigger responsibility toward their subordinates and to help their work in making important decisions.
Thank you for the precious moments! The skill to communicate is something which we as human beings easily lose and fall into conflicts. To be able to handle them even when they seem bigger or higher than us is as important as knowing the ways in which we can fall in them. I am happy I’ve been with you and see you again!
D.P. Senior administrator HR
Thanks to the training team! Perfect organization, professional approach, interesting point of view of the problems discussed. Provoking the interest of the workers in the sphere of business to this issue is praiseworthy. I wish you success in every new challenge! Always be so open and ready for all the managers who want to be one step ahead in the dynamic business environment.
For me today’s seminar was interesting because I explained to myself some behavioristic, emotional and other phenomena about the people around us. I liked also the systematization of the approaches which can be used to gain results in already created problematic situation as well as methods for avoiding such situations.
L.P. Head of Business Development and Sales
Fantastic speaker. Gives lots of energy and important data in a humoristic way. I never slept on his seminar and I stayed until the end, what I normally not do on seminars.
J.D. CEO, Building company
I also thank you for the wonderful training and personally to you for the extra time spent with us.
You have made me look differently in the people around me, whether they are our clients or my close people. I never really figured out how much you can be useful when you recognize the emotion of the person in front of you and make him go to a higher level. I tried it. This is unbelievable. Thank you!
Waiting for new meetings!
From the seminar I learned a few techniques for finding out the emotions of my opponent. Directions for leading of conversation in a different environment (good or hostile). Specification of the characteristics of the anti-social personality was also useful. As a recommendation: to put little more stress on the conflict itself – techniques in its resolution in different situations – boss-subordinate; between colleagues and so on.
R.D. Sales Manager
The training gives us the opportunity to look from a side with enriched look otherwise common things from our everyday life. Some of those things we feel and realize internally and all this actually can be systematized. Gives us tools for managing of various situations.
F.T. Development Manager
I hope to be able to successfully apply in practice the presented principles which enriched what I knew so far. The examples given at the seminar will bring about successful realization. Thank you.
R.K. Chief of “Operations”
Thank you to Mr. Marc De Turck and Mr. Imre Toth for the presented subjects. For me this was a new theme and field of knowledge.
I wish success to the whole team and I am looking forward to see you!
From the seminar we received useful and interesting information concerning basic principles for conflict resolution, how to define and recognize the emotions from the Tone scale and the characteristics of the social and anti-social personality. It might be added some preventions for conflict appearance. Wonderful lecturer with perfect qualifications of an orator and body language.
V.I. Sales manager
It was pleasure for me to take part in this seminar, on which I learned, systematized things, what I met in the past and intuitively recognized in my personal and professional relationships.
Thank you for your attention and for the interesting seminar you presented to us.
I wish you a lot of achievements and personal success!
I received a good preparation for my work with the living human being. The exposed theory plus the practical drills will help me for more success with people.
The seminar was useful for me because I learned how I can “order” even better my way of life – professional and personal. Thank you!
M.S. Trade Director
Thank you for the wonderful seminar.
The lecturers were extremely communicative, they well complement one another.
I have learned a lot of new things that I hope will use successfully.
Fascinating and interesting performance by the lecturer. Categorically discharging and entertaining though it was not so deep. In each new contact one can learn something useful and practically applicable. I would define what I learned today as “each new thing is a well forgotten old one”.
Marketing and PR
Interesting techniques concerning emotions and the tone scale.
P.G. Chief of operations
I hope to be able with the help of the seminar to handle the conflicts between my colleagues (and the anger in me).
During the phone conversation, I can share that the application of what you learned to your workshops gave positive results.
The facts are as follows:
We have entered personal statistics for each of our employees. For traders - this is the sales in BGN, for the production - the production in BGN, for the front office, the accepted orders in BGN, for the back office, the processed documents in the number, etc.
In short, each employee has a numerical characteristic that reflects his weekly result.
The weekly operational meeting is on Friday before the start of the business day, because traders travel and return at different times in the afternoon.
We look at the results for each of the graphs with a trend line for the last 7-8 weeks.
The positive trend receives a monthly premium of 25%. Negative or lack of trend has no compensation.
1. Time for the briefing is reduced from 60-90 minutes to 10 minutes. The review of the results takes 1-2 minutes. The other time is to discuss the general measures to change the negative trend in one of our colleagues. Naturally, nobody is indifferent to such kind of attention and tries to avoid it.
2. Completely halted negative exposure with opinions from the antisocial contingent that everyone cultivates. The "PTS" became more active and more often achieve a positive trend.
3. Sales have increased, output has increased in what is most curious - with fewer people. My explanation of the latter is that this is due to the frequent absence of antisocial elements that are unable to work with a constant workload and high results. The joy is that these people are "illuminated" and their negative attitudes are poorly influenced. In general, the rest of the people isolated them. It turned out a social experiment!
I can write a lot more but appreciate your time, HUGE THANKS for what I have learned from you, I will be glad to meet in the future.
Give my regards to Marc,
With my greatest respect,
For me the seminar was very interesting, in a great extend it “opened my eyes” about the reasons why people behave in a certain way. In the last part the emotions came a little bit too much for me. The concept is very interesting and I would like to read the book.
M.K. HR Director
Perfect: The seminar on conflict prevention and resolution was:
- Not loaded with terminology;
- Delivered in an entertaining way;
- Logically structured;
- Interesting in the communication with the participants
I want to express my good feelings towards both of the lecturers. They are two wonderful lecturers not only in theory, but also in the practice. All the information we received (despite it more difficult perception) is involved in our everyday life (in personal and professional aspect).
The good systematization will help us to see from a different angle the colleges beside us and to be able to understand them.
Thank you for the wonderful presentation and I hope we will have future meetings!