THE MASTERFUL COACHING FIELDBOOK Grow Your Business, Multiply Your Profits, Win the Talent War! Second Edition Robert Hargrove John Wiley & Sons, Inc. ffirs.qxd 1/30/07 11:23 AM Page iii ffirs.qxd 1/30/07 11:23 AM Page ii About Pfeiffer Pfeiffer serves the professional development and hands-on resource needs of training and human resource practitioners and gives them products to do their jobs better. We deliver proven ideas and solutions from experts in HR develop- ment and HR management, and we offer effective and customizable tools to improve workplace performance. From novice to seasoned professional, Pfeiffer is the source you can trust to make yourself and your organization more successful. Essential Knowledge Pfeiffer produces insightful, practical, and comprehensive materials on topics that matter the most to training and HR professionals. 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HD66.H372 2007 658.3’124—dc22 2006033434 Printed in the United States of America SECOND EDITION PB Printing 10 987654321 ffirs.qxd 1/30/07 11:23 AM Page iv CONTENTS Figures and Exhibits vii Preface ix Introduction: Grow Your Business Exponentially, Multiply Your Profit, Win the Talent War xv PART I: MASTERFUL COACHING—THE METHOD: WAYS OF BEING, MIND-SET, AND SKILL SET 1. THE CEO AS COACH 3 Coaching Is Job #1 in the Age of Talent 2. MASTERFUL COACHING 21 The Power to Make the Impossible Happen 3. MASTERFUL COACHING IS ABOUT HOW YOU ARE BEING, NOT JUST A MATTER OF TECHNIQUE 39 4. COACHING IS A SPECIAL KIND OF CONVERSATION, NOT A SPECIAL EVENT ON THE CORPORATE CALENDAR 63 5. THE MASTERFUL COACHING METHOD 95 A Five-Step Coaching Model PART II: YOUR MASTERFUL COACH IN A BOOK: HOW TO REALIZE AN IMPOSSIBLE FUTURE AND WIN IN YOUR BUSINESS 6. MASTERFUL COACHES INSTILL A WINNER’S MIND-SET 129 7. COACHING EXECUTIVES TO CREATE AN IMPOSSIBLE FUTURE 153 8. COACHING THE TEAM STRATEGY SESSION 183 Building a Winning Game Plan v ftoc.qxd 1/30/07 11:24 AM Page v 9. EXECUTE WITH ACTION COACHING 205 Leadership and Business Breakthroughs 10. CODA 221 Coaching in Business as the Ultimate Self-Development and Growth Experience PART III: CROSSING THE CHASM: INTERVIEWS WITH LEADERS DOING COACHING 11. MIKE ESKEW,THE VISIONARY UPS CHAIRMAN 241 What Can Brown Do for You? 12. HERB KELLEHER, EMMA SCHERER, AND TERESA LARABA OF SOUTHWEST AIRLINES 247 Sourcing a Powerful TPOV and an Extraordinary Leadership Culture 13. DAVID BINKLEY OF WHIRLPOOL CORPORATION 255 The Most Leading Edge Corporate Coaching Program in the United States 14. JEFF KAUFMAN OF ALLSTATE 261 A Coaching and Mentoring Tale 15. JAY ABRAHAM 267 Marketing Genius and Money Maximizer 16. HUBERT SAINT-ONGE OF THE MUTUAL GROUP, CANADA 275 Dragon Slayer of Human Resource Myths 17. J. MAYS OF FORD MOTOR COMPANY 283 Coaching Design and Innovation 18. ART WILSON OF CRITICAL PATH STRATEGIES 291 Coaching Big, Complex,Team-Based Sales Across Boundaries Notes 303 Index 311 The Author 321 Contents vi ftoc.qxd 1/30/07 11:24 AM Page vi FIGURES AND EXHIBITS FIGURES Preface Enrollment Card xiii I.1 The Pull Versus the Push Approach in Leadership Development xxi 3.1 The Four Interlocking Roles of a Masterful Coach 52 3.2 The Ladder of Inference 60 4.1 The Process of Drawing People Out 82 4.2 The Cycle of Reframing 85 4.3 Action Language Makes Things Happen 88 5.1 Translating Experiences into Teachable Points of View 102 5.2 Triple-Loop Learning 122 7.1 The Leadership Triangle: Coach Leaders in Three Areas 162 8.1 Left-Hand-Column Exercise 190 10.1 Leaders, Difference Makers, and High Achievers Love Living 225 in the Gap 15.1 The Diving Board Method for Growing a Business 272 15.2 The Parthenon Method for Growing a Business 272 EXHIBITS 4.1 Conversational Cues for When to Change Caps 93 9.1 E-Mail Conversation Between a Leader as Coach and a Coachee 217 vii ftoc.qxd 1/30/07 11:24 AM Page vii ftoc.qxd 1/30/07 11:24 AM Page viii [...]... LEADER AND MASTERFUL COACH FASTER? BUCKLE YOUR SEAT BELT AND LET’S GO! I decided to write specifically about winning at the great game of business so I could provide readers with specific rather than generic strategies for coaching in business The masterful coaching approach is a powerful, concise, step-by-step, proven method for growing your business, multiplying your profits, and winning the talent war... an impossible deadline .The Masterful Coaching Fieldbook is designed to help you become the kind of leader who can realize an impossible future and produce winning results It will provide you with the guiding ideas, tools, and methods to grow your business exponentially, multiply your profits, and win the talent war THE BUSINESS CONTEXT IS WILDLY ALTERED AND SO ARE THE RULES OF THE GAME Are you up for... Executive Coaching: articulating an impossible future; reinventing yourself and your organization 2 Masterful Coaching Certification in the Team Strategy Session: creating a winning game plan 3 Masterful Coaching Certification for Line Managers: a one-year program to be used in real time with direct reports 4 MyGamePlan: the masterful coaching online coaching system used in conjunction with the masterful coaching. .. wanted to know about becoming a masterful coach Some people have told me they read one page and then spent the rest of the day thinking about it xxviii Introduction flast.qxd 2/1/07 11:58 AM Page xxix 3 Sign up for the masterful coaching (MC) workshop Reading the Masterful Coaching Fieldbook sets the stage for participating in the MC workshop .The workshop is based on the principle of study a little,... express your own ability as a coach At the same time this book will provide you with the needed skills and attitudes and also practice and reflection assignments The Masterful Coaching Mind-Set 1 Coaching is a leader’s and manager’s No 1 job 2 Coaching is about finding the best talent on earth 3 Coaching is about creating an impossible future and winning 4 Coaching is about developing leaders in the process... leadership and coaching guru I have heard thousands of times: “I have an impossible job and I basically don’t have the time to coach and teach.” I tell people, “We are living in an age of talent, where the team with the best talent and the highest performance wins If you do not have time to coach because of your job, tell me, just what do you think your job is?” Think of coaching as your day job rather than... take a stand for the masterful coaching approach 1 I believe in the idea of the leader as coach and that coaching is about impossible futures and winning in your business, not merely filling leadership gaps 2 I believe that coaching people to produce extraordinary business results can transform them into extraordinary leaders, giving them access to an ultimate self-development and growth experience... wielders—they don’t stand for anything except taking the next step up the corporate ladder They are like the kid who puts his or her hand up in class in order to look good, get an A on the test, and go to the head of the class They operate entirely from a me point of view (“my job,” “my promotion,” “my raise in pay”) They want to prove how bright they are, what a big job they can do, how bold they can... and change the world through masterful coaching I have been coaching top executives for a decade In this book I am going to share my secrets of masterful coaching with leaders at all levels When I wrote Masterful Coaching in 1995, I said that I wanted to map the territory of coaching I declared that coaching was about expanding people’s capacity to realize an impossible future and win in the great game... programs where they are introduced to the 100 percent pure, homogenized leadership competencies, are given their 360-degree feedback, do some exercises, and are asked how they are going to apply what they have learned And therein lies the rub—knowing what does not equal knowing how There is also a big disconnect between the leadership competencies and having to produce results in your business with your colleagues . THE MASTERFUL COACHING FIELDBOOK Grow Your Business, Multiply Your Profits, Win the Talent War! Second Edition Robert Hargrove John. 1/30/07 11:23 AM Page ii THE MASTERFUL COACHING FIELDBOOK Grow Your Business, Multiply Your Profits, Win the Talent War! Second Edition Robert Hargrove John