For years, I’ve introduced clients to the change curve - first learned as the Kubler-Ross model during my MBA at Lancaster. It’s a powerful tool for understanding how people navigate major life changes or organisational shifts. I’ve taken clients through it countless times. Fast forward to yesterday, when I’m sitting in my local Costa (other coffee shops are available) wondering why the project I’m working on feels so tough. Then a blinding glimpse of the obvious! I’ve gone through the peak of excitement with this new project, meeting the team, learning...

Around this time of year, I often work with clients who are thinking about making a change. Typically, they have spent a few days over Christmas away from their current job and that prompts them to imagine something new. Often they believe they want to change everything and, after a couple of sessions, realise that they just need to change a few aspects of their role. Frequently, I email clients this story:  An American investment banker was at the pier of a small coastal Greek village when a small boat with just one fisherman docked. Inside the small boat were several large yellowfin...

A couple of weeks ago, I began working with a new client. His initial request? “Give me a few tips and techniques around confidence.” We started as I usually do, with him describing the moments when his confidence faltered. My job was to tune into the underlying challenges he faced. Then, he dropped the key insight: “I just don’t see myself as a confident person.” Bingo! This isn’t just a casual phrase; it’s a snapshot of his internal self-image. And guess what? It’s surprisingly easy to change. We kicked off by identifying someone Matt viewed as confident. His choice was immediate – his...

Are you recognising that one (or more) of your employees could use some targeted support and challenges to develop further and contribute more effectively to your business? Maybe you’re considering promoting them to a more senior role, or perhaps they just need to improve in a couple of key areas to maximise their contribution. With so many urgent and conflicting demands on your time, you know you can't provide the structured attention this requires. Plus, you see the value in bringing in someone experienced in diverse business situations who can offer an external perspective. Why You Need...

Working with a coach is a unique and tailored experience. It often starts with an initial meeting that sets the stage for the entire coaching journey. This meeting typically involves the person to be coached and their direct supervisor, ideally in person. During this session, we define the issues to be resolved and the objectives to be achieved. The key question to answer is how specifically we will know when the coaching programme has been successful. Defining Objectives and Measuring Success In our initial meeting, we delve into what you want to achieve and how we will know when we’ve...

Often, individuals excel in most aspects of their role but struggle with a single area that hampers their overall performance. In such cases, a full coaching programme isn’t necessary - a targeted intervention can work wonders. Appreciating Everyone's Contribution One assignment that stands out involves Matt, a director at a software company in Ireland. Matt was highly focused on excelling in his role and was remarkably open to feedback. He reached out to me because he wanted to improve how he chaired meetings with his direct reports. There were no specific issues he could identify; he just...

Business owners often want to spend time working on their business rather than in their business, but rarely seize the opportunity to do so. That’s what this format is all about. Typically, I’ve already coached one or two people within the business, so they have firsthand experience of how effective coaching can be. Step 1: Gathering Honest Feedback Before we meet, I collect confidential feedback from people in your business to understand the issues they see as holding the business back. Often, their perspectives differ from yours, the business owner. For instance, senior leaders of a...

There’s a format I use that has proven particularly effective in helping individuals improve their overall performance in various roles. Whether tackling a specific performance issue or aiming for general improvement, this approach works wonders. Overcoming the Fear of Calling Prospects A while back, I was asked to coach a salesperson struggling with calling prospects. After confirming that she genuinely wanted help, I observed her making a few calls. The problem was clear. When called in by a business owner, HR department, or line manager to coach an individual, I always ensure the...

Ever feel like you're working hard but not getting anywhere? One of my clients mentioned this during a coaching session today. I shared an exercise with him that left him shocked into action. I thought I'd share it here and see what feedback you all have. Step One: Get in the Zone Find a relaxed, focused state. Forget about the 101 emails in your inbox or the dozen calls you need to make. Clear your mind. Step Two: List Your Top Priorities Write down your top ten priorities or goals. Follow the usual brainstorming rules—no pausing for evaluation. Just write down whatever comes to mind....

This week, I was working with a small business that provides services to golf courses. We were honing their sales proposition to align with their ambitious growth targets for the next three years. Naturally, we discussed their competitors. Typically, business owners focus only on other companies offering similar products or services to the same target market. They craft their sales pitches around these direct competitors. Rule #1: Identify the real competition In my experience, most businesses have three far more formidable competitors that need addressing before considering other companies....

Ever go against your gut feeling and watch things unravel? I certainly have. I remember recruiting someone at a corporate job. On paper, he was perfect—impeccable qualifications, glowing references. But during the interview, a small voice told me he wasn't the right fit. My logical brain overruled that voice. I hired him. As it turned out, he was assigned to my department for his initial couple of years with the company. He turned out to be a disaster, nearly caused a major incident, and we had to let him go. Sound familiar? Or maybe you've had the opposite experience—trusting your gut...

Impatient with your personal development goals? You're not alone. Many of my clients feel the same way. Insights can spark a change in belief instantly, but behavior? That takes a bit more time to catch up. To illustrate this journey, I often share the following poem. It's a favorite of mine, and I hope you enjoy it as much as I do. AUTOBIOGRAPHY IN FIVE SHORT CHAPTERS by Portia Nelson I I walk down the street. There is a deep hole in the sidewalk I fall in. I am lost ... I am helpless. It isn't my fault. It takes me forever to find a way out. II I walk down the same street. There is a deep...

Ever wonder why your favorite office setup drives your colleague up the wall? I had an interesting conversation with a fellow coach this week about my go-to exercise for building high-performance teams. One I really like is introducing teams to the Myers-Briggs Type Indicator (MBTI). It's a fantastic tool for showing that different people have different strengths and needs. Step #1: Working With Your Type After explaining the basics of MBTI and sharing individual profiles, I break the team into groups based on their “core” type. This core focuses on whether people are big-picture thinkers or...

Ever feel like you're angry for no good reason? This week, I coached Kate, an Account Manager who seemed perpetually pissed off. Her mood was ruining her interactions with clients and colleagues. Curious about the root cause, I asked her what was going on. Rule #1: Don’t Make Up Rules Our conversation was enlightening: Kate: “Well, Frank (the MD) makes me feel angry every morning, and it takes me ages to get over it.” I thought this probably wasn’t the time to point out that she was making herself angry, so I asked: Me: “So, how does he do that?” Kate: “Every morning, he walks past my desk...

Think the golden rule of "do unto others as you would have them do unto you" is a management gem? Think again. Last week, I had the pleasure of coaching two new managers, each stepping into their roles with high hopes and even higher expectations. Their first concern? Keeping their team performing at top-notch levels, rain or shine. Insight #1: The Golden Rule is Fool’s Gold Both clients fell for the classic management trap: treating their team the way they wanted to be treated. One client proudly declared he'd set clear objectives and then leave his team to it. Sounds great, right? Well,...

Ever had a friend sell you on something you didn’t need? Let me tell you about my friend Trevor. Last week, Trevor decided I needed a Humax box – you know, one of those gadgets that magically transforms your TV into a “Smart TV.” Don’t worry, I had no clue what that meant either. Rule #1: Sell When the Buyer is Three Pints In Trevor picked the perfect moment to pounce. We were three pints deep into a bike ride when we stumbled upon Richer Sounds. He was on a mission, convinced that this box would revolutionise my viewing experience. The guy in the shop demonstrated the picture quality with...