This new, third edition of the best-selling Coaching for Commitment is based on the groundbreaking coaching work of the late Dennis C. Kinlaw. In this thoroughly revised and updated edition the authors, Cindy Coe and Amy Zehnder clearly show that coaching is a proven strategy for improving performance in today’s environment of intense competitiveness for total customer satisfaction, continuous improvement, and the drive to deliver superior products and services. This book includes the most current coaching strategies and methodologies and provides information on the latest definitions of what coaching is and ways to succeed at coaching. The authors take Kinlaw’s concept of tying coaching and commitment one step further and make commitment to action part of a new coaching model. Coaching for Commitment offers a practical, how-to guide to coaching for anyone (no matter what their skill level) who wants to hone their coaching skills for a range of circumstances and using a variety of methods--face-to-face, with a virtual team, on the fly, by phone, or e-mail.
Coaching for Commitment is filled with easy to use tools, illustrative examples, and sample coaching conversations that clearly show how to use the coaching process, understand the underlying model, and develop the needed skills.
Table of Contents:
ACKNOWLEDGMENTS xi
PREFACE xv
INTRODUCTION 1
1. COACHING FOR COMMITMENT 7
Successful Coaching: A Working Definition 7
Coaching Works 9
The Meaning of Commitment 10
Building Commitment Through Coaching 13
Coaching for Commitment 21
Coaching Moment 21
Chapter Summary 22
2. THE COACH ROLE 23
Role Distinctions—What and How 24
Shift Happens! 27
Coach Role 37
Coaching Moment 52
Chapter Summary 53
3. THE COACHING PROCESS 57
Coaching Prism 59
Putting the Pieces Together 61
Coaching Moment 62
Chapter Summary 63
4. TRUST 65
Establishing and Maintaining Trust 65
Coaching Moment 74
Chapter Summary 75
5. THE INDICOM COACHING MODEL 77
InDiCom Coaching Model Stage I: Involve 80
InDiCom Coaching Model Stage II: Discover 85
InDiCom Coaching Model Stage III: Commit 92
Interdependent Stages 101
Coaching Moment 102
Chapter Summary 103
6. CLEAR COACHING SKILLS 105
Challenge 107
Listen 116
Encourage 124
Ask 132
Refine 137
Coaching Moment 147
Chapter Summary 147
7. PLAN TO COACH 149
Performance Coaching 150
Documentation 162
Note-Taking 162
Coaching Channels 163
Coaching Tools 166
Coaching Moment 167
Chapter Summary 168
8. THE COMPLETE COACHING CONVERSATION 169
General Coaching—PBC’s Why 170
Performance Coaching—Coach’s Why 179
Coaching Moments 187
Coaching by Email 190
Coaching Moment 196
Chapter Summary 196
9. CREATING A COACHING FOR COMMITMENT CULTURE 197
What Does a Coaching for Commitment Culture Look Like? 198
Create a Value Proposition for Coaching 200
How to Create a Coaching for Commitment Culture 201
Gaining Commitment to a Coaching for Commitment Culture 206
Coaching Moment 211
Chapter Summary 211
FINAL NOTE 213
APPENDIX A: THIRTY-FIVE COACHING QUESTIONS 215
APPENDIX B: TWENTY REALITY CHECKS 219
APPENDIX C: TWENTY VALIDATE AND CELEBRATE 221
STATEMENTS
APPENDIX D: YOUR PERSONAL COACHING FOR 223
COMMITMENT PLAN
APPENDIX E: EVALUATING YOUR COACHING 227
REFERENCES 233
INDEX 235
ABOUT THE AUTHORS 243
About the Author :
Cindy Coe is the president of InsideOut Discovery, Inc., an international coaching and consulting practice that specializes in executive coaching. She is a recognized expert in enhancing organizational effectiveness and creating customized learning and development programs.
Amy Zehnder, Ph.D., PCC, is a dynamic presenter and recognized expert in talent management and learning and development. As an accomplished organizational development professional, she is sought after for her unique ability to turn strategic viewpoints into tactical actions.
Dennis C. Kinlaw, Ed.D., (deceased) was the original author of Coaching for Commitment. He was a consultant to organizations and conducted management training programs.
