What does it take to be a successful coach? Assuming that you already possess the right skills, characteristics and training then success simply lies in finding and winning clients that you can coach successfully. Personal fulfilment and profitable fee revenue will be direct results. Unfortunately this isn't as simple as it might seem. Success as a Coach is your complete guide to business development whether you're newly qualified or an experienced coach. It covers all the crucial factors that will help you build your clients and your business including: finding the right clients; extending…mehr
What does it take to be a successful coach? Assuming that you already possess the right skills, characteristics and training then success simply lies in finding and winning clients that you can coach successfully. Personal fulfilment and profitable fee revenue will be direct results. Unfortunately this isn't as simple as it might seem. Success as a Coach is your complete guide to business development whether you're newly qualified or an experienced coach. It covers all the crucial factors that will help you build your clients and your business including: finding the right clients; extending your professional network; planning and running meetings; delivering value for the client; calculating fees; structuring and delivering sessions; structuring your business; strategic client leadership and systematically growing your business. Additional downloadable tools and templates will be available from www.successasacoach.com on publication.
Stephen Newton has worked as a business coach and consultant since 2001, when he established his business, DLO Associates. He enables clients to implement effective strategy and enhance bottom line results. His focus is leadership development, operational management, and communication. He is currently working with Meyler Campbell, a business coach training organization which runs a Business Development Bootcamp. He is also the author of The Professionals Guide to Business Development, published by Kogan Page. For more information visit www.successasacoach.com.
Inhaltsangabe
Introduction 01 The business of coaching: an overview The coaching industry Some industry data... How many coaches? Use of coaching Fees and workload What do we mean by 'coaching'? Who buys coaching? Coach matching/broking services Coach selection processes and certifi cation Factors that infl uence the buying process How do coaching businesses operate? How is coaching carried out? How much money do coaches make? The business case for coaching References 02 Identifying the right clients Coaching or a coach? The importance of positioning What makes the client 'right'? Identifying the right client What does 'good' look like for you? Your skills and experience What benefi ts do you uniquely deliver? Linking your USP to the perfect client Positioning yourself as an expert 03 Marketing collateral Your website Your domain name Web hosting Building your website Designing your website Content: keeping it simple Other marketing collateral Written material The use of video Speaking engagements Taster sessions and consultations 04 Connecting with the right clients Extending your professional network and winning referrals Before we begin... Constructive visibility Your target audience: narrowing your field of play How and where to find good clients for you A giving agenda Offline network development Online network building Referrals 05 Meetings: how to plan and run them for success Perceptions you generate Meeting mind-set: being yourself Gaze aversion in conversation PowerPoint Conversation is the new PowerPoint Ensuring success in meetings Planning each meeting Pre-meeting communication At the start of the meeting Gathering information Next steps 06 Value in the eyes of the client What does 'value' mean? Budget appetite Self-worth and confidence Building your value equations Articulating the value you deliver Handling competition 07 Fees: how to be paid what you are worth A reality check A 'typical' working week Fee structures Actual fee levels Engagement structures Charging for expenses Group sessions 'Remote' coaching Terms and conditions Payment terms The relationship pyramid 08 Structuring and delivering a successful coaching engagement The chemistry meeting Writing proposals (or letters of confirmation) Goal setting Session duration and frequency Time-keeping in sessions Listening and the use of silence Note taking Action points/next steps The end of an engagement Pulling the plug 09 Structuring your business The legal structure of your business Insurances and consents Physical location versus postal address Business models Recruiting partners or associates Accreditation and certification The infrastructure of your business Physical office space Time allocation 10 Strategic client leadership Why can SCL be important for your business? SCL is not for everyone... The relationship factor Where are you on the pyramid? How to move to SCL? 11 Systems set your business free Why systems? Design from the end backwards The statement of strategic aims: what is my business? Business operating principles Standard operating procedures Core systems Time allocation In conclusion
Introduction 01 The business of coaching: an overview The coaching industry Some industry data... How many coaches? Use of coaching Fees and workload What do we mean by 'coaching'? Who buys coaching? Coach matching/broking services Coach selection processes and certifi cation Factors that infl uence the buying process How do coaching businesses operate? How is coaching carried out? How much money do coaches make? The business case for coaching References 02 Identifying the right clients Coaching or a coach? The importance of positioning What makes the client 'right'? Identifying the right client What does 'good' look like for you? Your skills and experience What benefi ts do you uniquely deliver? Linking your USP to the perfect client Positioning yourself as an expert 03 Marketing collateral Your website Your domain name Web hosting Building your website Designing your website Content: keeping it simple Other marketing collateral Written material The use of video Speaking engagements Taster sessions and consultations 04 Connecting with the right clients Extending your professional network and winning referrals Before we begin... Constructive visibility Your target audience: narrowing your field of play How and where to find good clients for you A giving agenda Offline network development Online network building Referrals 05 Meetings: how to plan and run them for success Perceptions you generate Meeting mind-set: being yourself Gaze aversion in conversation PowerPoint Conversation is the new PowerPoint Ensuring success in meetings Planning each meeting Pre-meeting communication At the start of the meeting Gathering information Next steps 06 Value in the eyes of the client What does 'value' mean? Budget appetite Self-worth and confidence Building your value equations Articulating the value you deliver Handling competition 07 Fees: how to be paid what you are worth A reality check A 'typical' working week Fee structures Actual fee levels Engagement structures Charging for expenses Group sessions 'Remote' coaching Terms and conditions Payment terms The relationship pyramid 08 Structuring and delivering a successful coaching engagement The chemistry meeting Writing proposals (or letters of confirmation) Goal setting Session duration and frequency Time-keeping in sessions Listening and the use of silence Note taking Action points/next steps The end of an engagement Pulling the plug 09 Structuring your business The legal structure of your business Insurances and consents Physical location versus postal address Business models Recruiting partners or associates Accreditation and certification The infrastructure of your business Physical office space Time allocation 10 Strategic client leadership Why can SCL be important for your business? SCL is not for everyone... The relationship factor Where are you on the pyramid? How to move to SCL? 11 Systems set your business free Why systems? Design from the end backwards The statement of strategic aims: what is my business? Business operating principles Standard operating procedures Core systems Time allocation In conclusion
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