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Coaching for Improved Performance

Major focus:

1. Identify motivational and communication needs

2. Speak the language of business: financial and accounting for non-financial team members

3. Give and receive feedback: being a team player

4. When and how to praise others

5. How to develop a business case with logic, emotional (intuitive) feelings, and credibility

6. How to use assertive communications when it is a "shark" attack

7. What it means to proactively improve practices, procedures, and methods
   

Do you have a valued employee that is technically very astute but can't seem to get along with his / her peers, manager, and maybe even customers? Do you cringe when this employee is included in customer meetings for fear of what might be said in a cavalier manner that undermines the desired perception of team harmony? Or have you been told you need to improve some vague category of "interpersonal skills" and you don't have a clue of where to start? We have been working with team members such as Safety Manager, Project Manager, IT Support Programmer , factory floor Team Leaders, VP Procurement, Regional Sales Manager, etc. by coaching. Improve performance can be a vague term so our first step is to interview the coachee and his / her manager to identify specific performance gaps and where performance improvement is needed. We then drawn on established topics for an 8 session coaching engagement to reinforce strengths and suggest skills for those areas of improvement. The coaching is conducted face-to-face or via telephone or Skype. Some of the topics that can be included in the coaching performance sessions:

• Role and responsibilities of a team member
• Dealing with changing relationships: from peer-to-peer to boss-subordinate
• Understand basic motivational principles based on the works of:Maslow, Herzberg and MacGregor
• Develop new communications strategies to create an environment of action
• Give and receive feedback
• Apply business acumen financial insights to innovative ideas and concepts
• Demonstrate understanding of business language such as: cash, working capital, margin / income, return on assets, NPV, IRR
• Analyze processes and procedures to improve productivity and reduce costs
  
• Use Emotional Intelligence to understand, predict, and channel emotions
• Negotiate effectively with customers, managers, peers, and outside vendors
• Identify the formal and informal decision making networks within the organization
• Apply effective listening skills to nurture relationships
• Give timely performance feedback based on the Performance Analysis Model
• Praise and reward performance
• Apply the seven step coaching process
• Use modern influencing and persuading techniques
• Conduct effective team meetings that keep team members focused and energized
• Use effective confronting skills
• Deal with conflict situations in a collaborative manner
• Recognize when the conflict is a "shark" attack and how to neutralize the attack

Tools included in the performance coaching sessions:

• Financial formulas and Excel functions
• Behavior style and motivation needs self-analysis assessment booklet: DISC
• AAR (after action review) analysis tools
• Team member Performance Analysis Model
• Counseling Care-fronting system
• Negotiation, influencing and persuading job aids