Coaching that Counts

Harnessing the Power of Leadership Coaching to Deliver Strategic Value


  • Dianna Anderson, Executive coach and management consultant, founder and CEO of Lydian LLC.
  • Merrill Anderson, Chief Executive Officer, MetrixGlobal LLC.

As the field of business coaching has expanded and evolved over the last decade, many different approaches to business coaching have been created. The authors of Coaching that Counts have written a practical, readable guide for developing, delivering and measuring high value business coaching.Coaching that Counts, combines insights and practical experience about how to achieve transformational change through the strategic application and evaluation of leadership coaching. The book provides expert guidance and is organized into three sections:-•Part one looks at proven client-centered approach to coach leaders within an organization with a focus on creating value for the individual.•Part two shows how to effectively manage coaching as a business initiative.•Part three provides knowledge, ideas and tools to evaluate the monetary and intangible value of coaching.
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Managers and HR Professionals, professors teaching HR courses


Book information

  • Published: December 2004
  • ISBN: 978-0-7506-7580-2


"Coaching That Counts is filled with compelling insights on leadership coaching and how to manage this powerful development process to deliver strategic value. A must read for anyone involved in coaching." —- Ken Blanchard, co-author of The One Minute Manager® and Customer Mania! "What a powerful piece of work! Coaching That Counts makes a significant contribution to the field of coaching and to the organizations that use coaching services. Every coach and corporate executive needs to study this book carefully." -- Cheryl Richardson, author of Take Time for Your Life, Life Makeovers, and Stand Up for Your Life "Companies today are demanding that international coaching firms provide evidence that coaching is valuable and impacting the bottom line. I found that Coaching That Counts provides a framework for how to approach large coaching engagements systematically so clients see the value in coaching. This book is a must have for anyone providing coaching services to large organizations." -- Barbara Singer, Vice President of Executive Coaching, Global Lore International Institute, USA "The Andersons' book of data and practices illuminates how pivotal coaching can be in taking organizations and individuals to their next level of performance, and beyond." --Dr. Barbara Walton, MCC, President of the International Coach Federation, USA "In the three years since we conducted an ROI study on coaching, the benefits revealed by the study have proven to be strategic and sustainable." -- Cindy Dauss, Leadership Development, Nortel Networks, USA "Coaching That Counts belongs on the shelf of every professional coach and leader who cares about the sustainable development of people. The Andersons portray the impressive results of the marriage between coaching and research by using the data and real life examples of case studies that never fail to ask and answer the relevant questions. Coaching That Counts leaves the reader with a deeper understanding of why coaching is of value, what needs to happen for coaching to produce results, the value of an empirically based model for coaching and even how to measure the ROI of coaching. This is truly a book that counts." -- Nadjeschda Hebenstreit, President of the ICF , Germany, Founder of TheSuccessClub for Solopreneurs "This book is a must for anyone who is introducing coaching into an organization or managing a coaching initiative." -- Ross McLelland, Managing Director, Pacific Consulting Resources Pty Ltd, Australia "Learning about the three lynchpins for Coaching That Counts is a must for business and Human Resources leaders who are working to make coaching an essential element of their global leadership development capability." -- Stephan H. Oberli, CEO and President SHO Resource Group GmbH, Switzerland "This book addresses the three key aspects of a successful executive coaching engagement: the art of coaching, the art of managing coaching initiatives and the art of evaluating coaching results. Coaching That Counts is a wellspring of inspiring insights and powerful tools for internal and external coaches around the world. -- Giovanna D’Alessio, Chief Executive Coach of Life Coach Lab srl, Italy "This book is a must read for coaches who are interested in working within organizations, program managers of organizational coaching initiatives, and Chief Learning Officers who need to be able to articulate the value of executive coaching to key stakeholders." -- Vernita Parker-Wilkins, Executive Development Learning Manager, Booz Allen Hamilton, USA

Table of Contents

ForwardPrefaceIntroduction1. Introduction to Coaching That Counts The Coaching Initiative: Developing Leaders and Producing Business ImpactThree Lynchpins for Coaching That CountsHow This Book is OrganizedSection One: The Coaching Space2. Defining the Space For Coaching Characteristics of Successful Coaching Engagements that Deliver Lasting ChangeTransactional versus Transformational Coaching Insight: The Essence of Coaching Levels of Insight The Action / Insight Connection The Coaching that Counts Model Key Concepts for the Coaching that Counts Model3. Quadrant 1: Finding Focus Case Study: Jane Gets Her Life Back Answering the “What Do I Need to Do?” Question Making Space for Change Touchstones The Essence of Quadrant 1: Physical Centeredness Coaching Tools and Approaches for Quadrant 1 4. Quadrant 2: Building Bridges Case Study: Jack Creates Powerful Partnerships Creating Relationships that Work Answering the “What Am I Made of Question?” Quadrant 2 Touchstones The Essence of Quadrant 2: Emotional Centeredness Coaching Tools and Strategies for Quadrant 2 5. Quadrant 3: Creating Alignment Case Study: Mark Takes a Stand Aligning Who You Are With How You Work Answering the “Who Do I Want to Be?” Question Quadrant 3 Touchstones The Essence of Quadrant 3: Intuitive Centeredness Coaching Tools and Approaches for Quadrant 36. Quadrant 4: Original Action Case Study: Clare Leads the Way Stepping Out Answering the “What Do I Want to Create?” Question Quadrant 4 Touchstones The Essence of Quadrant 4: Personal Power Coaching Tools and Approaches for Quadrant 4Section Two: Managing Coaching Initiatives7. Coaching as a Strategic Initiative The Organization Context For Individual Growth Criteria For Coaching as a Strategic Initiative The Cast of Players – and Their Responsibilities Managing Value Creation8. Creating Context and Purpose For Coaching Choice and Context For Coaching Case Study: Launching Coaching at PharmaQuest Critical Success Factors For Setting the Context For CoachingDesigning a Coaching Initiative For Impact 9. Best Practices: The Building Blocks of a Successful Coaching Initiative Leverage a Governance Body to Sustain Sponsorship Conduct an Orientation Session to Improve Deployment Set up Signposts to Gauge How Coaching is Progressing Build Performance Evaluation Into the Coaching Process10. How Coaches Navigate Turbulent Organizations Being a Coach – Being a Consultant What Sarah Could Have Done Differently Sorting Out the Cast of Characters Develop a Navigation Strategy To Be or Not to Be a Consultant – and the Rise of BrokersSection Three: Evaluating Coaching Success11. Developing an Evaluation Strategy The Five Sign Posts For an Effective Evaluation Strategy Developing an Evaluation Strategy at OptiCom The Building Blocks of Evaluation Strategies12. Demonstrating the ROI of coaching The Data Collection and Analysis Plan ROI Evaluation Tool Kit Evaluating Coaching at OptiCom Building Credibility For the Analysis13. Evaluating Application-Based Coaching: What are Leaders Doing Differently? Setting Expectations For Coaching at Frontier Manufacturing The Four Major Decision Areas For Evaluating Application Planning the Evaluation at Frontier Manufacturing Evaluating the Application of Coaching at Frontier ManufacturingConclusion14. The Value Nexus: Organization Value and Individual Values Finding #1: The Perceived Effectiveness of Coaching Increases With the Length of the Coaching RelationshipFinding # 2: Less than Half of All Coaching Relationships Evolve Beyond Quadrant 2.Finding #3: The Impact of Coaching on the Business Increases as Coaching Relationships EvolveFinding #4: Monetary Benefits Produced From Coaching Increased as Coaching Relationships EvolveFinding #5: 70% of the Monetary Value is Associated with Quadrants 3, Creating Alignment, and 4, Original ActionFinding #6: As Coaching Relationships Progress Through the Quadrants the Average Monetary Benefit Produced by Each Client IncreasesFour Examples of Monetary Value: Completing the Case Studies of Section OneCoaching That CountsFurther ReadingList of Figures and TablesIndexAbout the Authors