© InsideOutDevelopment LLC 2009 A Professional Service Firm Focused on Helping You Achieve Breakthrough Performance

© InsideOutDevelopment LLC 2009 The Business Case for Coaching Bersin & Associates High Impact Talent Management Study The Talent Management practice which produces the greatest results

© InsideOutDevelopment LLC 2009 The Business Case for Coaching Bersin & Associates High Impact Talent Management Study The Talent Management practice which produces the greatest results Sales Executive Council (SEC) Sales Coaching Research Initiative Manager activity most closely associated with Sales rep success

© InsideOutDevelopment LLC 2009 Research Suggests: New Generation

© InsideOutDevelopment LLC 2009 InsideOut Development Over 25 years working with professional athletes

© InsideOutDevelopment LLC 2009 InsideOut Development Over 25 years working with professional athletes Over 20 years experience working with corporate clients

© InsideOutDevelopment LLC 2009 What We Do We help individuals and organizations implement a simple, repeatable coaching process that has broad application

© InsideOutDevelopment LLC 2009 Coaching is not about: Coaching is about: Philosophy

© InsideOutDevelopment LLC 2009 Coaching is not about: Style Being “nice” Fixing people Coaching is about: Philosophy

© InsideOutDevelopment LLC 2009 Coaching is not about: Style Being “nice” Fixing people Coaching is about: Increasing and maintaining performance Implementing strategy Results Philosophy

© InsideOutDevelopment LLC 2009 We Believe It’s less about… –The “philosophy” of coaching –Do’s / Do not’s of –Coaching –Style –The Coach

© InsideOutDevelopment LLC 2009 We Believe It’s less about… –The “philosophy” of coaching –Do’s / Do not’s of –Coaching –Style –The Coach More about… –“How to” for conversations –Simple & Repeatable –Environment for Learning –The Coachee

© InsideOutDevelopment LLC 2009 The Biggest Obstacle to Performance Is not that people aren’t smart or knowledgeable enough

© InsideOutDevelopment LLC 2009 The Biggest Obstacle to Performance Is not that people aren’t smart or knowledgeable enough It’s that they don’t take action on what they already know!

© InsideOutDevelopment LLC 2009 Sample List of Clients

© InsideOutDevelopment LLC 2009 Clients Tell Us: Approach leads to swift action and effective results

© InsideOutDevelopment LLC 2009 Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence

© InsideOutDevelopment LLC 2009 Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence Has a broad range of application beyond traditional coaching

© InsideOutDevelopment LLC 2009 Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence Has a broad range of application beyond traditional coaching Don’t have to be subject matter expert

© InsideOutDevelopment LLC 2009 Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence Has a broad range of application beyond traditional coaching Don’t have to be subject matter expert Can be used to coach up, down, sideways and at home

© InsideOutDevelopment LLC 2009 Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence Has a broad range of application beyond traditional coaching Don’t have to be subject matter expert Can be used to coach up, down, sideways and at home Keeps people responsible/accountable

© InsideOutDevelopment LLC 2009 Clients Tell Us: Approach leads to swift action and effective results Process is simple and easy to implement therefore breeds confidence Has a broad range of application beyond traditional coaching Don’t have to be subject matter expert Can be used to coach up, down, sideways and at home Keeps people responsible/accountable Enables people to navigate “challenging” conversations

© InsideOutDevelopment LLC 2009 Coaching Challenges (what we hear) Coaching Challenges? Time to Coach (takes too long) Misunderstanding of Coaching (telling isn’t coaching) Knowledge/experience doesn’t ensure good coach Challenging/difficult conversations Holding people accountable Coaching up Making coaching simple/repeatable Creating a coaching culture When and where to coach Consistency in the coaching process

© InsideOutDevelopment LLC 2009 The Spirit of InsideOut Coaching Conveying valued people From where they are To where they want to go

© InsideOutDevelopment LLC 2009 The Spirit of InsideOut Coaching Conveying valued people From where they are To where they want to go Respect/Dignity Get in their world Commitment

© InsideOutDevelopment LLC 2009 Accountability Say what you’ll do Do what you say Communicate when you can’t

© InsideOutDevelopment LLC 2009 InsideOut Performance Model Paradigm Principle Process

© InsideOutDevelopment LLC 2009 InsideOut Performance Model Performance comes from the Inside-Out Paradigm Principle Process

© InsideOutDevelopment LLC 2009 InsideOut Performance Model Performance comes from the Inside-Out Focus brings out what’s inside Paradigm Principle Process

© InsideOutDevelopment LLC 2009 InsideOut Performance Model Performance comes from the Inside-Out Focus brings out what’s inside G.R.O.W. Coaching process Paradigm Principle Process

© InsideOutDevelopment LLC 2009 Paradigm Outside-In Inside-Out

© InsideOutDevelopment LLC 2009 Paradigm P = C + K Outside-In Performance = Capacity + Knowledge Inside-Out

© InsideOutDevelopment LLC 2009 Paradigm P = C + K Outside-In Performance = Capacity + Knowledge P = C - I Inside-Out Performance = Capacity - Interference

© InsideOutDevelopment LLC 2009 Performance Wheel

© InsideOutDevelopment LLC 2009 Faith FireFocus Belief Energy Attention Performance Wheel

© InsideOutDevelopment LLC 2009 FireFocus Energy Attention Performance Wheel Insecurity

© InsideOutDevelopment LLC 2009 Faith Focus Belief Attention Performance Wheel Indifference

© InsideOutDevelopment LLC 2009 Faith Fire Belief Energy Performance Wheel Inconsistency

© InsideOutDevelopment LLC 2009 Performance Wheel

© InsideOutDevelopment LLC 2009 Performance Wheel Faith FireFocus Belief Energy Attention

© InsideOutDevelopment LLC 2009

Changing Skill Requirements Reorganization Staff Fluctuations Never Enough Time New technology Loss of Familiar Ways of Doing Things Information Overload Do more with less Cultural Diversity

© InsideOutDevelopment LLC 2009 Changing Skill Requirements Reorganization Staff Fluctuations Never Enough Time New technology Loss of Familiar Ways of Doing Things Information Overload Do more with less Cultural Diversity No Choice/Powerless Self rather than work focus Resistance to change Uncertainty Trust Morale Fear Performance

© InsideOutDevelopment LLC 2009 Changing Skill Requirements Reorganization Staff Fluctuations Never Enough Time New technology Loss of Familiar Ways of Doing Things Information Overload Do more with less Cultural Diversity Performance

© InsideOutDevelopment LLC 2009 Changing Skill Requirements Reorganization Staff Fluctuations Never Enough Time New technology Loss of Familiar Ways of Doing Things Information Overload Do more with less Cultural Diversity Performance

© InsideOutDevelopment LLC 2009 InsideOut Performance Model: Principle Principle - Focused Attention Interference is reduced through focus

© InsideOutDevelopment LLC 2009 InsideOut Performance Model: Principle Principle - Focused Attention Interference is reduced through focus –Change: What we pay attention to How we pay attention

© InsideOutDevelopment LLC 2009 Why Focus Peak performances

© InsideOutDevelopment LLC 2009 Why Focus Peak performances Focus changes the brain Intensity (time x amount) of focus creates change

© InsideOutDevelopment LLC 2009 Faith FireFocus Belief Energy Attention Process: G.R.O.W.

© InsideOutDevelopment LLC 2009 G.R.O.W.

© InsideOutDevelopment LLC 2009 Decision Velocity Results

© InsideOutDevelopment LLC 2009 Decision Velocity Results Actions

© InsideOutDevelopment LLC 2009 Decision Velocity Results ActionsDecisions

© InsideOutDevelopment LLC 2009 Decision Velocity Results ActionsDecisions The speed and accuracy of decisions

© InsideOutDevelopment LLC 2009 G.R.O.W

© InsideOutDevelopment LLC 2009 G.R.O.W

© InsideOutDevelopment LLC 2009 G.R.O.W

© InsideOutDevelopment LLC 2009 Tool—Coach Performance

© InsideOutDevelopment LLC 2009 “Precision” Using the GROW process, coaches add precision to decision making and problem solving. They use questions that increase speed, enhance trust, promote engagement and lead to action.

© InsideOutDevelopment LLC 2009 Tool—GROW Pad

© InsideOutDevelopment LLC 2009 The Coach’s Challenge

© InsideOutDevelopment LLC 2009 The Coach’s Challenge

© InsideOutDevelopment LLC 2009 Tool—Coaches Prep Worksheet

© InsideOutDevelopment LLC 2009 Tool—Conversation Planner

© InsideOutDevelopment LLC 2009 Tool—Coach Performance

© InsideOutDevelopment LLC 2009 Step #1 Tool—Coach Engagement

© InsideOutDevelopment LLC 2009 Business Application for Coaching Retaining Top Talent Positive Work Environment Employee Engagement Increased Productivity Improved Performance Stronger Application of Training Initiatives Charter Institute of Personnel & Dev (CIPD) Institute of Executive Development Coaching Market Study 2006

© InsideOutDevelopment LLC 2009 Manager-Led Coaching Direct reports of effective coaches outperform the direct reports of ineffective coaches by 25% 40% less likely to leave their organization 2006 Corporate Executive Board – Learning and Development Roundtable study of 4,000 employees “ Put simply, the direct reports of effective coaches perform better and stay longer.”

© InsideOutDevelopment LLC 2009 Performance Hypotheses However you are performing, you have the potential to perform better. Your potential is blocked by interference. Interference is reduced by focusing attention. Focused attention is increased through G.R.O.W.

© InsideOutDevelopment LLC 2009 Question & Answer