1. Copyright© 2015 Trilogy Development. All rights reserved. Trilogydevelopment.com STAKEHOLDER POSITIONING Page 1 Self-Coaching Questions: 1.Whose support will I need to secure in order to get this program off the ground? Do I know who will be the ultimate decision maker? 2.Who are the key influencers (the individuals who may have some influence over the stakeholders)? What are their roles and how large is the audience that they influence? Do they have a relationship with the ultimate decision maker? If so, what is that relationship?

2. Copyright© 2015 Trilogy Development. All rights reserved. Trilogydevelopment.com STAKEHOLDER POSITIONING Page 2 Self-Coaching Questions (continued): 3.Who (identified in 1 and 2 above) might benefit from an internal coaching program? What information or ideas about an internal coaching program might they have? If their perspectives are helpful, what else will I want to ask them? How can they support my proposal? 4.What is the final decision maker’s experience with coaching, and what are his or her views on coaching and talent development? On a scale of 1–10 (1 being the lowest), how supportive are they of developing the company’s talent? Can I identify and point to a program that they created or supported in the areas of training and talent development?

3. Copyright© 2015 Trilogy Development. All rights reserved. Trilogydevelopment.com STAKEHOLDER POSITIONING Page 3 Self-Coaching Questions (continued): 5.Who needs to implement the decision once it is made? Who will be responsible for the execution of the program? What are they responsible for today? On a scale of 1–10 (1 being the lowest), how supportive are they of talent development programs? 6.Whom will the decision of putting an internal coaching program in place ultimately impact? How will their roles and responsibilities change? Will this mean more work for those affected? How will this decision benefit them?

4. Copyright© 2015 Trilogy Development. All rights reserved. Trilogydevelopment.com STAKEHOLDER POSITIONING Page 4 Self-Coaching Questions (continued): 7.What is my relationship like with each of the influencers and decision makers? Note: To answer this question, complete the “Key Influencer and Decision-Maker Matrix,” which can be found at www.robertsoncoachinstitute.com.www.robertsoncoachinstitute.com 8.What steps will I need to take to secure the support of the key influencers and final decision maker(s)? Can the beneficiaries help in any way?

5. Copyright© 2015 Trilogy Development. All rights reserved. Trilogydevelopment.com Page 5 Self-Coaching Questions (continued): 9.What is the decision-making process? What steps need to be taken and what obstacles do I need to anticipate? What can I do to prevent obstacles or overcome them quickly? How would I describe the decision-making process? 10.What type of decision-making style will be used in making a final determination about my proposal? (Note: Before answering this question, review chapter 5; the section on Decision Making Styles.) STAKEHOLDER POSITIONING