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Reviews:
"An indispensable ‘mentor on the desk’ for any ambitious coach and an excellent guide on your journey to successfully running your own business."
Sue Mitchell, chartered accountant and former in-house executive coach at KPMG, now owner of specialist coaching business
"Straightforward, readable and detailed. An invaluable resource for coaches ¬or indeed, any professional - wanting to make the most of their expertise with paying clients."
Stefan Cantore, Senior Teaching Fellow in Organizational Behaviour & Human Resource Management at the Management School, University of Southampton, executive coach/OD consultant and author of Top 50 Business Psychology Models
"A must read for any new or established executive coach who is seeking a clear and no-nonsense manual for client acquisition and creating their own financially successful coaching practice."
Dr Henry Ford, executive coach to the City of London, former Director of a €10B PE Fund Investment Committee and Managing Director at Citigroup,www.CaptainMomentum.com
Description:
The complete guide to starting and developing your coaching business
What does it take to be successful as a coach? Let’s assume that you already possess the right skills, characteristics and training. Business success lies in identifying, finding and winning clients that you can coach effectively, and who are willing to pay you the rates you deserve. You need to understand and apply the basics of marketing, sales, client selection, negotiation and financial management. Profitable fee revenue, personal fulfilment and professional satisfaction are the outcomes. This may seem simple, but it’s not easy and many coaches struggle for commercial success in an increasingly competitive market. Success as a Coach is your complete guide to business development, whether you’re newly qualified or an experienced coach. It will show you how to:
• find the right clients
• extend your professional network
• plan and run meetings
• deliver value for your clients
• calculate fees
• structure and deliver engagements
• structure your business
• introduce systems so that success is by design not by accident
For free downloadable resources to accompany the book and to learn about the author’s seminar programme, please visit www.successasacoach.com
Contents:
Introduction
Chapter 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 certification • Factors that influence 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
Chapter 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 benefits do you uniquely deliver? • Linking your USP to the perfect client • Positioning yourself as an expert
Chapter 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
Chapter 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
Chapter 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
Chapter 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
Chapter 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
Chapter 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
Chapter 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
Chapter 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?
Chapter 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 ISBN - 9780749469092
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Pages : 280
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