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 The Corporate Coaching Practice Building Program
by Wayne Jones & Coral Jones
Have you been considering becoming a corporate or executive coach? We hope so because they need YOU.
The program gives you everything you need to build a corporate coaching business with confidence.
You will learn what corporations look for in a coach, how to define your perfect corporate coaching niche, how to find opportunities and how to write a winning proposal. (just a few of the topics)
This program was developed and recorded by corporate coaching experts Wayne and Coral Jones. Their wisdom, experience AND humor will guide you to a lucrative and fulfilling corporate coaching career.
This program is beautifully packaged as a self-study course where you can listen, read, learn and track your progress.
Included in your program:
- 19 Informative topics with written learning guides (details on right)
- 4 Bonus “Secrets of Corporate Coaching” Recordings
Price: $199 | buy now
* CV Caffeine Special! - Just $99 through 3/24/08
Here are the 25 areas where corporations hire coaches for support:
1. Sounding Board
2. Offer 360 Feedback
3. Leadership Skills Training
4. Executing a Plan
5. Increase Sales Performance
6. Daily Effectiveness
7. Cultivate a Coaching Culture
8. Reduce friction, Delay
9. Communication Skills
10. Thinking Capabilities
11. Executive at Risk
12. Challenging Period
13. Mission Integration
14. Projects and Initiatives
15. Six Sigma Culture
16. Research within Firm
17. Specific Skills Training
18. Team Building
19. Sensitivities
20. Accountability Culture
21. Catalyst for Change
22. Problem-Solving
23. Improve Leader Impact
24. Identify the Metrics
25. Deliver Assessments
An Overview of 25 Corporate Coaching
Sales Skills
Here is an overview of the skills and techniques you will use to “sell” corporate coaching. Many coaches get a negative feeling when they think about sales, but this is not necessary! Many of these skills are actually part of your coaching method. Many you can already do, and the rest you will develop with practice.
- Delivering your "Core Marketing Message"
- Just start coaching - demonstrate the coaching process
- Asking great questions from curiosity - help them discover what they need
- Listening - for their "pain", for the "opportunities"
- Building a relationship while carrying on a purposeful conversation
- Building trust
- Eliciting creative "possibilities"
- Calculating a quantifiable return from the prospect's information
- Painting a picture of "what could be"
- Matching your products / services to their needs
- Focusing on the client's need, not on making the sale
- Knowledge of your products / services
- Creating energy - energizing interest within them
- Answering questions well
- Clarity - in your descriptions, examples, methods
- Use of great examples that spawn further interest
- Being "ego-less"
- Being professional
- Being honest - only making promises you can keep
- Quantifying the results; what do they get out of it
- Giving a choice of "yeses", not yes - no
- Reinforcement of actions they have already taken
- Giving them "hope"
- Offering the next step - meeting, proposal, mailing - without "asking"
- Honoring "what they think" while offering your own thoughts
Becoming an expert
A BIG part of thriving as a corporate coach is becoming known as an expert in some area. This is not something to be afraid of, in fact it will be one of the most rewarding things you will do. Some people say that coaches are not supposed to be experts. Well, in the corporate coaching world, this does not hold true.
What it Means to Become an Expert:
- You will know a lot more than other people
- You will be introduced as "the expert in - "
- People will defer to your judgment
- You have an obligation to live up to those expectations
- Become more and more specific about your niche
- Become more expert in serving that niche
- Continue to develop your niche
- Focus your continued learning on your specific niche
- That's how every expert does it
- Start out small, keep learning, know more than anyone else
Key Strategies
- Develop your knowledge:
- Statement of Expertise: "If there was one thing I could be known worldwide for, I would want to be known as the coach who can... "
- Examples: create great leaders, create great teams, create positive dynamics
In order to be in the top 5% of coaches in that area, what would I need to:
- Learn more about leadership theory
- Learn more exercises
- Stay with / ahead of the trends
- Learn more about environments
- Learn more about human dynamics
- Learn more about being a great coach
- Talk to other coaches and learn from them
- Hire a mentor coach.
- Become masterful in the use of coaching skills.
- Practice, practice, practice.
- In order to be recognized as a top 5% provider in this area, I would need:
- To know the business concepts
- To position as a recognized expert
- To have high profile assignments
- To have High profile clients
- Exposure through articles and speeches
- Know that credibility requires visibility to matter
- To be willing to be known in the world
- To know that my brand only exists in the other person's mind
- To deliberately craft my credibility
- To Price accordingly
- To set pricing according to competency and perceived value
- Specific knowledge examples: Business, Leadership, Strategic, Coaching, Engineering, Sports, Speaking, Training, Situational expertise, Re-engineering, Turn-aroun, Personal development, Team-building
Price: $199 | buy now
* CV Caffeine Special! - Just $99 through 3/24/08
About your Guide Wayne Jones, M.B.A.
An experienced business leader and executive coach, Wayne works with leaders, teams, and individuals from around the world to achieve high-performance results and personal life fulfillment.
His clients include CEO's, Chief Operating Officers, Senior Vice Presidents, Team Leaders, and Project Managers from the US, Canada, Mexico, Brazil, India, China, Japan, Australia, England, and France.
Wayne is the Chairman and co-founder of Perfect World Coaching, Inc.รค. During his 30 years as a corporate leader in a Fortune 100 company, including 15 years as president of a corporation, he used the "coach approach" and realized the impact it had on people and results. He personally enjoyed the experience of achieving high performance at work while realizing his personal life vision. He now coaches others to achieve these same results.
Wayne is also the Dean of the Graduate School of Corporate Coaching and the Coporate Coaching Communities for CoachVille.
His varied education includes a Bachelor's Degree in Chemical Engineering from the University of Massachusetts and an MBA from Rochester Institute of Technology. He has completed the Darden School Executive Program at the University of Virginia, and the Human Resource Strategy Program at Columbia University. He is a graduate of Corporate Coach U, a Certified Corporate Coach, and a graduate of the Core Essentials Program at Coach U. He is a certified Coach Facilitator for the Coaching Clinic, a Certified Professional Behavioral Analyst, and a Certified Professional Values Analyst. Wayne is a Management Black Belt in Six Sigma methodology and has had the privilege of working in Japan directly with the Toyota consultants on the world-famous Toyota System of Lean Thinking.
Wayne is also a member of a number of professional associations, trade associations, and chambers of commerce, serving in leadership positions including President and Board of Directors. He has also served as the business advisor for the Commonwealth of Massachusetts, by appointment of the Governor of Massachusetts, on an environmental committee involving other states in the US and provinces in Canada.
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The Corporate Coaching
Practice Building Overview
1) A Successful Corporate Coaching Practice
Have you been considering becoming a corporate or executive coach? Maybe you already have one or two corporate clients and would like to really gear up for some great work in this area.
2) Transition Path: How to Start Coaching from Within the Organization and Transition into Full-Time Internal Corporate Coach
You've discovered coaching is your passion, and...you currently hold a full time corporate position. Whether you're in sales, administration, or management, you can make a transition to coaching from within the organization.
3) The Pre Proposal Interview
So you've been asked to submit a proposal. Good work! In this one hour class, you'll learn what NOT to do in a proposal, including making it about you. As with any good communication, written or spoken, your framework, or 'come from' is essential. Writing the best proposal starts with your meeting with the client
4) 25 Reasons Corporations Use Coaches
One of the biggest myths surrounding Corporate Coaching is that it is hard to 'break into' or find clients. In fact, most new corporate coaches admit that it was intimidation, or not knowing 'why' corporations would want a coach that created that impression.
5) Transition Path: Becoming a Free Agent
Why would a highly successful internal corporate coach of a multinational subsidiary choose to become an external coach instead? And how did he retain his former company as a major client? If your goal is to transition from internal to external corporate coach, this one hour class is for you. Learn how timing (before or after a promotion?) and relationships are key factors in deciding when to make the move, and how your coaching can become more laser like and effective afterwards.
Done right, transitioning from internal to external corporate coach can be one of the most successful and lucrative routes to a thriving and sustainable coaching practice; this class will show you how.
6) Prepare a Formal Proposal That Works
You have the perfect coaching solution to your client's needs and now you need to deliver the perfect proposal to close the deal and ensure a contract. Where do you start, how do you organize it, what should be included, and what should not be included? You'll learn the answer to all these questions and get to see a real life example to use as a model.
7) Avoid Deadly Coaching Mistakes: Posture for Success
You have a lot at stake with your corporate client and you do not want to mess it up. Join us for a discussion of the Top 20 Deadly Coaching Mistakes that can spell disaster to the corporate coaching engagement. Using these to your advantage will position you for success.
8) Maximizing Your Personal Image for Corporate Coaching Success
Join us to examine the image you project to your corporate clients. We will discuss the Key Factors that determine the impression you make. Use these to improve your success in becoming the compelling choice for potential clients. Position yourself for success.
9) Convert Interest to Paying Clients
Does the "selling" process turn you off? No need! It's not about selling, it's about serving the client! This shift in mindset requires a shift in behaviors that will convert interest to a paying client. During this one-hour teleclass we will discuss this critical shift, the required behaviors, and the specific competencies that make it all work. You'll find the converting process to be a more natural, fun, and rewarding experience.
10) Become an Expert in your Corporate Niche
Becoming an Expert requires that we combine three things... our specific and situational knowledge, a compelling menu of solutions, and the power of "who we are". In this one-hour class we will explore how to optimize all our assets, develop a competitive advantage and create raving fans.
11) Clarifying Personal Strengths Interests and Style
We will explore a career success formula that applies to each of us as a coach as well as to our corporate clients. To be extremely successful we all need to achieve the ultimate expression of who we are. Our work must be completely aligned with our strengths, our interests, and our style. Join us as we revisit our individual uniqueness and redefine our career calling.
12) Identify and Express Your Passion to Generate Corporate Clients
This class provides a step-by-step methodology to find your calling in the corporate coaching world. We will discuss how to find your passion and uniqueness from your personal interests and capabilities, how to match your passion to the menu of corporate coaching opportunities, and then how to convey that passion to your target clients. Please join us to develop your formula for success
13) Understand the ROI of Corporate Coaching
Corporations often want to measure the Return On Investment (ROI) new or ongoing initiatives in order to measure the value they are receiving and the money and resources they are expending. Join us as we explore some of the research that has been done on the ROI of corporate coaching, both qualitative and quantitative, and how you can measure the ROI of your own corporate coaching.
In addition, discover how this information can help you establish credibility and market your coaching.
14) How Corporations Select Coaches
Some organizations are becoming relatively sophisticated in how they are selecting coaches to work with their associates. Come join us to discover some of the leading edge approaches organizations are taking and how you can set yourself up to increase your chances of being selected.
15) Identifying Your Perfect Personal Niche
Where do your interests and capabilities match the needs of the corporate world? How do you find the "sweet spot"? How do you articulate it? How do you create a personal strategy to leverage it into a successful corporate coaching business?
Join us for this 1-hour class to learn how our "Niche Matrix" helps you create your personalized corporate coaching business strategy that achieves both financial success and fulfilment!
16) Developing a Compelling Business Case
How do you convince the corporate decision-maker to invest in your program? ... to invest in you? Stop searching for that generic ROI information! Our "5 Steps to Developing a Compelling Business Case" will give you the rock-solid platform to prepare a compelling business case and convince them. In our 1-hour class, we will show you how to understand your client's mindset, how to categorize the opportunities, how to assess the financial return on investment, and how to format the compelling proposal.
17) Writing the Corporate Contract to Cover All the Bases
Be sure before you sign! Join us for a 1-hour discussion of the "TOP 20 THINGS TO REMEMBER" when writing your corporate contract. This classwas developed from input from our contract attorneys. Real life examples will be discussed.
18) Create a Winning Corporate Network
Take the mystery and stress out of networking; there is a winning formula to making it work for you! Join our discussion of what it is, what it is not, and how the process works. In this class, we will give you our "Top 25 Ways to Become an Expert at Networking", as well as our "Top 25 Ways to Provide Unique Value to your Networking Contacts".
19) Creating Your Support Team
You can't do it alone! A support team for your corporate coaching business is vital to your personal and professional success, to the fulfillment of your goals, and to your ultimate happiness. Join us in a 1-hour discussion of how to develop both your Personal Support Team and your Professional Support Team, their purpose, your selection criteria, and how to work with them for your ultimate success.
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