1. SCOA S.r.l. Via Vincenzo Monti, 56 - 20123 MILANO - Tel. +39 02 48 51 65 45 P. I. e C.F 03728610969 – Cap. Soc. I.V. 82.381,12 euro – Registro Imprese di Milano e R.E.A. n°1697129 info@schoolofcoaching.itinfo@schoolofcoaching.it – www.schoolofcoaching.itwww.schoolofcoaching.it SCOA PRESENTATION

2. 1. SCOA HISTORY 2. SCOA SERVICES AND BUSINESS UNITS 3. THE BU “SCHOOL OF COACHING” 3.1 THE MASTER: FIRST YEAR PROGRAM 3.2 THE MASTER: SECOND YEAR PROGRAM 3.3 DISTINCTIVE FEATURES OF THE MASTER 3.4 TARGET AUDIENCE 3.5 THE 10 COMPETENCES OF BUSINESS COACH SCOA 4.THE BU “BUSINESS COACHING”: THE SCOA FORMAT 4.1 DISTINCTIVE FEATURES 4.1 DISTINCTIVE FEATURES 4.2 THE SCOA BUSINESS COACHING: PHASES 4.2 THE SCOA BUSINESS COACHING: PHASES 4.3 A TYPICAL SESSION STRUCTURE 4.3 A TYPICAL SESSION STRUCTURE 4.4 PROGRESS MONITORING 4.4 PROGRESS MONITORING 5.THE BU “ORGANIZATIONAL DEVELOPMENT”: THE SCOA APPROACH 6.THE BU “ENTERPRISE COACHING” 7.STRENGHTS OF THE SCOA TEAM SCOA PRESENTATION 2014_rev01_17_09_20142 INDEX

3. SCOA was founded in 2002 by Gian Franco Goeta, a forerunner of Executive Coaching in Italy since 1995. Today SCOA is a consulting company based in the main Italian cities:  Leader in Italy in the Executive Coaching services to managers and entrepreneurs (more than 20.000 of coaching hours supplied to more than 1.000 Executives)  Offering training courses to individuals aspiring to practice the Executive Coach profession, or corporate managers interested in using coaching methods for developing their people  Supplying to corporates a customized blend of training, coaching, change management methods to support leadership development, organizational change, strategic innovation. SCOA is the first Italian training provider of coaching courses to be accredited by WABC, Worldwide Association of Business Coaches. The SCOA Master in Business and Executive Coaching has been the first Coaching training course in the world to be granted the WABC Certification at Master level. SCOA PRESENTATION 2014_rev01_17_09_20143 1. SCOA HISTORY

4. 2. SCOA SERVICES AND BUSINESS UNITS The services offered by SCOA are grouped in these Business Units: SCHOOL OF COACHING – Training programs for individuals that want to become Business Coaches at a professional level or apply the coaching principles and methods to their work context; BUSINESS COACHING – Individual Coaching service addressed to entrepreneurs, company executives and managers, to improve their behavioural competencies and business performance or help them to implement new business initiatives; ORGANIZATIONAL DEVELOPMENT – Tailor–made solutions to meet specific company needs, aimed at improving organizational, individual and team performance, at enhancing Leadership effectiveness and Talent development, characterized by a customized methodological blend of Individual and Team Coaching; ENTERPRISE COACHING – Interventions aimed at enterprise leaders to help them in redesigning and developing the Business model and process of their company in order to enhance its performance, applying a blend of Individual and Team Coaching methods coupled with Advisory and Project Management support. SCOA PRESENTATION 2014_rev01_17_09_20144

5. 3. THE BU «SCHOOL OF COACHING» The SCHOOL OF COACHING mission is to develop the culture of business coaching within the managerial population and to qualify newcomers to the profession of Business Coach. The main course offered by the school, together with other shorter courses, is the MASTER IN BUSINESS AND EXECUTIVE COACHING. The course, designed in 2002 and firstly delivered in 2003, encountered an immediate success and has been running since in various cities, beyond Milan, site of SCOA’s Headquarters. The number of its editions has now overcome 23. At the completion of the first year of the course, participants receive a SCOA Statement of Attendance to the first year of the Master (named PRACTICE IN BUSINESS COACHING) and may have access to a WABC Certification Exam as CBC - Certified Business Coach – Level 2. At the completion of the entire biennial course, participants receive a SCOA Statement of Attendance to the Master course and may have access to a WABC Certification Exam as CMBC - Certified Master Business Coach. SCOA PRESENTATION 2014_rev01_17_09_20145

6. Follows 3. THE BU «SCHOOL OF COACHING» The Master in Business & Executive Coaching is a program designed for managers and senior professionals interested in becoming business coach able to support the professional and personal development of entrepreneurs, executives, managers and professionals working in a business environment. The program supplies participants with an exhaustive training on principles, skills, personal competences, methodologies and techniques for becoming an effective business coach. After the Program completion and after passing the Certification session, each participant is able to operate effectively as a professional business coach in the market. SCOA PRESENTATION 2014_rev01_17_09_20146

7. 3.1 THE MASTER: FIRST YEAR PROGRAM FIRST YEAR: “PRACTICE IN BUSINESS COACHING” SCOA PRESENTATION 2014_rev01_17_09_20147 1° classroom module (2 days)The coaching essentials and the connection with the client organization 2° classroom module (2 days)The communication dynamics in the coaching setting 3° classroom module (2 days)Analysing the organizational and business context 4° classroom module (2 days)Collecting data about the coachee’s behavioural profile 5° classroom module (2 days)Designing an Individual Development Plan and supporting the individual change and development 6° classroom module (2 days)Behavioural change in action 7° classroom module (2 days)The creative resources of the client 8° classroom module (2 days)Understanding and dealing with Human Behavioural strategies 9° classroom module (2 days)Managing the emotional resources during the coaching process 10° classroom module (2 days) Overcoming impasses and monitoring progress 11° classroom module (2 days) Finalizing coaching to business 12° classroom module (2 days) Final first year assessment of the partecipants business coaching competences progress

8. 3.2 THE MASTER: SECOND YEAR PROGRAM SECOND YEAR: “PADVANCED PRACTICE IN EXECUTIVE COACHING”  THE BUSINESS WORLD  THE WORLD OF EMOTIONS SCOA PRESENTATION 2014_rev01_17_09_20148 1° classroom module (2 days) The present challenges and opportunities in the world of business and the Coaching to support Business Projects Manager, executive, entrepreneur: the role and competencies of the client in managing business projects 2° classroom module (1 day) Setting coaching processes aiming at supporting business projects 3° classroom module (2 days) Change management and its emotional and cognitive dimensions: how to go beyond the comfort zone, overcome resistance and build alliances. 4° classroom module (1 day) The support of the business coach to the coachee in the initial phases of the business project 5° classroom module (1 day) The support of the Business Coach to the coachee as project manager: how to reinforce project management techniques 6° classroom module (1 day) Developing the abilities required in a change process: tenacity, determination, resilience 7° classroom module (1 day) The support of the Business Coach to overcome the critical moments of a business project 8° classroom module (1 day) The authentic expression as the key leverage to manage critical relationships 9° classroom module (2 days) Final second year assessment of results of the coaching processes in support of business processes.

9. 3.3 DISTINCTIVE FEATURES OF THE MASTER The classroom training is only one of the several dimensions provided by the Master to support participant learning. During the Master, each participant is supplied with 24 hours of individual coaching by a SCOA coach (14 hours during the first year and 10 hours during the second year) to enhance his/her awareness of personal and professional developmental issues regarding the coaching practice and to improve his/her coaching performance. A coaching experimental practice by each participant with clients is required to strengthen the learning outcomes. SCOA requires that each participant supports at least 5 voluntary clients during the first year and at least 5 paying clients during the second year, in order to experiment a real coaching path applying the methodology learnt in the class. Participants attend the preliminary day-long SCOA’s Development Center for a series of exercises to discover their attitudes, skills and motivation for becoming a coach. Shortly after the Development Center each participant and the SCOA tutor coach jointly decide his/her enrolment to the course. During the hours of individual coaching sessions by the Master tutor the participant may work on his own development path and/or his difficulties experienced during his experimental coaching with voluntary clients. SCOA PRESENTATION 2014_rev01_17_09_20149

10. 3.4 TARGET AUDIENCE The Master Program is open to everyone fulfilling the admission requirements. Until now the majority of participants are represented by: corporate HR managers or professionals corporate managers in charge of a business activity or a support fanction professionals operating in the Organizational or Human Resources development or similar consulting sectors entrepreneurs. In order to be enrolled all candidates must complete an exploratory interview to discuss their motivation and readiness for the SCOA Master Program and then attend a preliminary day long Development Centre, followed by a two hours Orientation Interview by a SCOA trainer coach. The requirements to be fulfilled in order to be admitted into the MASTER Program are: university graduation age of at least 30 years 5 years of working experience (minimum) previous experience in managing people or in the HR development field motivations and attitudes considered adequate at the starting stage by the candidate and the SCOA trainer coach during a shared diagnosis in a coaching session taking place shortly after the preliminary 1 day Development Center. SCOA PRESENTATION 2014_rev01_17_09_201410

11.  FLEXIBILITY AND INNOVATION  ANALYSIS AND PROBLEM SOLVING  CREATIVITY  FOCUS ON PERFORMANCE  SUPPORT FOR CHANGE  SELF MANAGEMENT  BUILDING SUPPORTIVE RELATIONSHIP  INTERPERSONAL COMMUNICATION  SENSITIVE LEADERSHIP  INTEGRITY SCOA PRESENTATION 2014_rev01_17_09_201411 3.5 THE 10 COMPETENCES OF THE BUSINESS COACH SCOA

12.  According to SCOA Business Coaching is a cooperative work, where the Coach supports the Coachee in a highly customized way to fully express all her/his potential and a highly effective performance in crucial career moments or to successfully lead and implement a new business initiative in front of new strategic challenges.  An effective Business Coaching service has a duration of approximately 24 – 30 hours during 6/12 months.  The coaching support is realized in a number of meetings held every 2-3 weeks, planned jointly by coach and coachee on the basis of a predefined budget by the company stakeholders. Each meeting lasts 2-3 hours according to a program agreed by the coachee and the coach.  Each coaching path is monitored by the company through 2 meetings along the way with the participation of the coachee, his superior, the HR partner and the SCOA coach. SCOA PRESENTATION 2014_rev01_17_09_201412 4. THE BU «BUSINESS COACHING»: THE SCOA FORMAT

13. SCOA Business Coaching distinctive features are:  An original approach integrating business expertise, performance orientation and sensitive support to the personal change dynamics  Focus on the actual context where the person operates, real business improvements and the person’s specific needs  Application of the basic method to develop behavioural skills: experiment, check, improve  Sound control on results with no harm to confidentiality  Impact on business results through a business project led by the coachee with the coach support  A team of coaches with a deep business experience, all sharing the original SCOA approach having attended the SCOA Master in Business and Executive Coaching and being engaged as teachers in the SCOA Master Faculty. SCOA PRESENTATION 2014_rev01_17_09_201413 4.1 THE SCOA BUSINESS COACHING: DISTINCTIVE FEATURES

14. SCOA PRESENTATION 2014_rev01_17_09_2014 Psychological contract 7 CHECK OF RESULTS7 RESULTS 6 SUPPORT TO DEVELOPMENT 6 SUPPORT TO DEVELOPMENT 1 START UP 1 Business & Role competency requirements EXITEXIT Coachee’s competency profile Areas of improvement Individual development plan Change process TRILATERAL MONITORING MEETINGS COMPANY STAKEHOLDERS/COACHEE/COACH TRILATERAL MONITORING MEETINGS COMPANY STAKEHOLDERS/COACHEE/COACH 2 FOCUS OF THE WORKING CONTEXT 2 FOCUS OF THE WORKING CONTEXT 5 DESIGN OF A DEVELOPMENT PATH 5 DESIGN OF A DEVELOPMENT PATH 4 SHARED DIAGNOSIS 4 SHARED DIAGNOSIS 3 SHARED ASSESSMENT 3 SHARED ASSESSMENT 14 4.2 THE SCOA BUSINESS COACHING: PHASES

15. A typical session structure, after the initial phase, may be defined in these terms:  Identification of an issue to deal with in agreement with the coachee, possibly within the behaviours to improve, emerging from the daily life of the coachee (after some sessions time is also dedicated at the beginning of each session to a description of the process and results of the actions taken by the coachee in his/her context to apply the action plan defined in the previous session)  Envisioning and definition of the goal to reach within the session around the chosen issue  Identification of alternative behavioural strategies through creative techniques  Evaluation of the alternatives in terms of cost-benefits, risks, feasibility  Check of the coachee motivation to experiment some of the alternatives and identification of the preferred one  Simulation or role play of the preferred strategy, debrief and improvement  Definition of an action plan, with success indicators and a self-observation format. SCOA PRESENTATION 2014_rev01_17_09_201415 4.3 A TYPICAL SESSION STRUCTURE

16. In order to guarantee confidentiality to the individual and to assure the company an appropriate control of the return on the investment, the program includes a number of check meetings (normally at the beginning, halfway and at the end) involving coach, coachee, coachee’s superior and/or other stakeholders to:  Monitor  Monitor the accomplished results according to the coachee perception  Assure  Assure the coherence between the aim of the coaching activity with company objectives  Design  Design, on the company side, an appropriate support to help the coachee to reach the desired improvements. SCOA PRESENTATION 2014_rev01_17_09_201416 4.4 PROGRESS MONITORING

17. SCOA supplies corporates with customized interventions aiming at team development, leadership reinforcement, support to business model transformation, business process Improvement. Their implementation goes through:  A co-design process to determine programme results, applied methodology and success indicators;  Verifiable results in improved individual behaviours, organizational functioning and business performance;  A gradual, modular approach that reinforces learning by doing, monitoring and ongoing improvement;  A customized blend of methods (experiential training, individual and team coaching, project facilitating and business innovation consulting). SCOA PRESENTATION 2014_rev01_17_09_201417 5. THE BU «ORGANIZATIONAL DEVELOPMENT»

18. The Enterprise Coaching BU mission is helping the leading team of the enterprise to make radical transformations, accelerating specific business objectives, or changing its business processes and organization, making it more efficient and able to express its full potential. The Enterprise Coaching offers its services to all businesses that want to increase their business results, seizing new opportunities such as:  Build international operations  Create new products and services  Improve processes effectiveness and efficiency  Implement a new business initiative. These objectives are realized through a mix of methods including team coaching, one to one coaching, business project coaching and advisory of specific expertise. SCOA PRESENTATION 2014_rev01_17_09_201418 6. THE BU «ENTERPRISE COACHING»

19.  A unique blend of business, managerial, academic and consulting experience.  Long practice in working with top executives.  Ability to deal with intercultural challenges.  Action orientation and measurable results.  Proficiency in a wide range of methods: individual and team coaching, experiential training, project management, Human Resources consulting, change management, Business model transformation.  Fluent English as mother tongue or based on long working experience in English speaking contexts. SCOA PRESENTATION 2014_rev01_17_09_201419 7. STRENGTHS OF THE SCOA TEAM