Masterclass with Jean-Francois Cousin, MCC@ ICF Singapore

3rd May 2019

Igniting and leveraging your business… Do’s and don’ts learnt the hard way!

Work witha Mentor,

to get wiser andblossom faster!

Let your ex-colleagues and your friends know how you want to serve others

Always be yourself, authentic, humble

and vulnerable!

Work hard, but don’t put yourself under too much pressure!

www.greatness.coach

Choose max. 3 coaching areas

which make ‘ your heart sing ’

YourPurpose

Yourcapability

Market demand

+ $

Don’t ‘present’ what you do to prospects, coach them instead so they find out

what they need

BecomeICF-Credentialed

1. Work with a Mentor, to get wiser and blossom faster

2. Let your ex-colleagues and your friends know how you want to serve others

3. Winners just fight longer…

4. …yet don’t put yourself under too much pressure

5. Always be yourself, authentic, humble and vulnerable

6. Choose max. 3 coaching areas which make ‘your heart sing’

7. Don’t ‘present’ what you do to prospects… Coach them instead so they find out what they need

8. Become ICF-Certified

How to get the first Clients as a new coach…

• Don’t drop your prices

• Increase your prices

• Price according to your targeted clients (Different pricing/Package model)

• Pro bono/pay it forward/”barter” coaching (offer ‘limited’ coaching experiences)

• Open to all opportunities - Say “yes”

• Partner with someone who’s good at what you are not

How to get the first Clients as a new coach… YOUR ideas ☺

• Ask for ideas and perspectives from others

• Pull out when you know you are not a fit

• Be consistent in how you show up

• Build relationship before the need arises

• Start with existing relations

• Tell people your skills – Get someone to tell you the skills you have which you don’t know you have

• Be smartly authentic

How to get the first Clients as a new coach… YOUR ideas ☺

How we need to ‘be’ as coaches when we attempt to attract new clients

Think of your ‘posture’, your way of being…

c

and it’s ripple effects on a prospect you meet

Think of the ripple effects of your being on a prospect you meet…

How are you being when your prospect

becomes keen to hire you?

8 traits of a coach enabling Greatness in a Client

• Authentic and humble

• Holistic listener

• Learner of Client’s Greatness

• Non-judgmental thinking-partner

• Comfortable with not knowing, with failure, trusting process

• Empathetic, yet detached from outcome

• Courageous feedback-provider

• Supportive challenger

Coachee

Coach

Coach’s postureCoachee’s posture

with the coachCoachee’s posture

with othersRipple-effects on others

around the coachee

Holistic listener

Makes sense of her/histhinking, personal ‘experience’ and emergent learning

Listens to make others’ thinking visible

Think and contribute at best, listen and help to make others’ thinking visible

Empathetic, yet detached from outcome

Accountable for outcome, makes sense of conversation

Holds others accountable, in adult-to-adult relationships

More accountable, in adult-to-adult relationships with others

Non-judgmentalthinking-partner

Crosses boundaries,attains self-acceptance

Less judgmental thinking-partner

Think more freely,less judgmental of others

Learner of Coachee’sGreatness

Learns and gains self-awareness as s/he ‘teaches’ the coach

Open to be taught by others

Gain self awareness of one’s thinking, growconfidence; open to be taught by others

Shifts in coachee’s posture, triggered by the coach’s posture

Coach’s postureCoachee’s posture

with coachCoachee’s posture

with othersRipple-effects on others

around the coachee

Learner of Coachee’sGreatness

Learns and gains self-awareness as s/he ‘teaches’ the coach

Open to be taught by othersGain self awareness of one’s thinking, grow confidence; open to be taught by others

Authentic and humble Authentic and humble Authentic and humble Authentic and humble

Holistic listenerMakes sense of her/his thinking, personal ‘experience’ and emergent learning

Listens to make others’ thinking visible

Think and contribute at best, listen and help to make others’ thinking visible

Non-judgmentalthinking-partner

Crosses boundaries,attains self-acceptance

Less judgmental thinking-partner

Think more freely,less judgmental of others

Comfortable with not knowing, with failure, trusting process

Comfortable with not knowing and with failure

Comfortable with not knowing and with failure

Comfort with uncertainty and with failure

Empathetic, yet detached from outcome

Accountable for outcome, makes sense of conversation

Holds others accountable, in adult-to-adult relationships

More accountable, in adult-to-adult relationships with others

Courageousfeedback-provider

Grows self as a ‘work in process’

Asks for and offers courageous feedback

Grow self-awareness and genuine self-esteem

Supportive challenger Experiments outside of comfort zone

Supportive challenger Experiment outside of comfort zone

Shifts in coachee’s posture, triggered by the coach’s posture

A. Setting the Foundation1. Meeting Ethical Guidelines and Professional Standards2. Establishing the Coaching Agreement

B. Co-creating the Relationship3. Establishing Trust and Intimacy with the Client4. Coaching Presence

C. Communicating Effectively5. Active Listening6. Powerful Questioning7. Direct Communication

D. Facilitating Learning and Results8. Creating Awareness9. Designing Actions10. Planning and Goal Setting11. Managing Progress and Accountability

https://coachfederation.org/core-competencies

ICF Core Competencies

Invitation: practice the posture of ‘a learner from the client’s Greatness’

as you improvise a ‘chemistry session’ with your neighbour

Client

Coach

Suggestions of questions to ignite the session:

• What theme(s) have you thought of reflecting about in coaching?

• What makes it/those important to you?

• At a deeper level, what is it all about?

Cross-pollination

Practical ideas that ignite and leverage your coaching businessand heighten your chances of success with potential Clients

ICF Communities of Practice

• Virtual groups of coaches interested in a specific topic area

o Platform for sharing best practices, emerging trends, tools and tips

o Professional development through SME presentations and facilitated discussions

• ICF Member benefit (free for ICF Members)

• Join at https://coachfederation.org/communities-of-practice

ICF Communities of Practice

• Current ICF Global Communities of Practice:o Career Coachingo Coaching and Human Capitalo Coaching Scienceo Ethicso Executive and Leadership Coachingo Government Coachingo Health and Wellness Coachingo Internal Coachingo Life Vision and Enhancement Coachingo Team and Work Group Coaching

Business Development Series (BDS)

• Mixture of OnDemand and live virtual education designed to help you build, sustain and expand a successful coaching businesso Live education is every other year

▪ Next live education in 2020 and will offer an ICF Member discount on registration price

▪ The entire BDS 2018 package is available for purchase OnDemand at http://bit.ly/2IGa5h8 (ICF Member discount on price)

– Helps you define your practice, market your expertise, cultivate your audience and get to work

– Features branding guru William Arruda as host with a number of business development SMEs

ICF Converge

• ICF Converge is an in-person, dynamic global event designed to strengthen connections within the coaching community and offer cutting-edge learning opportunities through networking and multiple education tracks

• 2019 event will offer a “Build” track to help coaches expand and diversify their business and inspire those interested in building a coaching culture within their organization

• ICF Converge will take place October 23–26, 2019, in Prague, Czech Republic and will offer an ICF Member discount on registration price

https://coachfederation.org/research/

ICF Research

• The following are conducted by PricewaterhouseCooperso Consumer Awareness Study

▪ Helps coaches better understand consumers and market coaching services accordingly

▪ Most recent iteration released in 2017

▪ Free for ICF Members

o Global Coaching Study▪ Provides an up-to-date picture of coaching

▪ Coaches can use data to help establish pricing, other services, etc.

▪ Most recent iteration released in 2016

▪ Executive Summary is free to ICF Members

▪ New iteration will be released in 2020

ICF Research

• Building a Coaching Culture suite of researcho Conducted in partnership with the Human Capital

Instituteo Explores components of strong coaching cultures and

how organizations use coaching to achieve strategic objectives

o Coaches can use info to help market services to organizations

o Most recent iteration released in 2018 and focuses on coaching’s role in organization’s change management initiatives

o Free for ICF Members

Marketing and PR Resources

• Many resources available in Member Toolkit at coachfederation.org including:o ICF logo to promote commitment to industry standards

and ICF’s Code of Ethics.o Press release and media alert templates and guides to

announce newsworthy information about your coaching business to the media

o Marketing flyerso Sample coaching agreementso Client testimonial release forms

To access the Member Toolkit, you must be logged into coachfederation.org under your ICF Member profile. Then, you can click on your name in the upper righthand corner of the website to access your profile information and the Toolkit.

ICF Coaching World Blog

• Coaches share their insights, tips and tools via https://coachfederation.org/blog

• Variety of categories to read from including “Business Development,” which includes articles than can help coaches grow and sustain their business

• Opportunity to establish self as a thought leader in coaching if would like to contribute articleso More information available at

https://coachfederation.org/submit-an-article

Credentialed Coach Finder Listing

• CCF profile listing at credentialedcoachfinder.com o For ICF-Credentialed Memberso Free searchable directory that

allows for potential clients to connect with a coach

o Don’t forget to update your profile

o Consider Enhanced Listing for extra profile features

Sharing your learning

‘Amongst what I learnt today, I will integrate “XXXX” in the way I develop my business! ‘‘Yes, and…’‘Yes, and…’

Go 2 rounds!

http://www.icfconverge.com/

Jean-Francois Cousin @JF_Cousin

Website: www.greatness.coach

Masterclass

Thank you so much for your contribution!

Masterclass with Jean-Francois Cousin, MCC@ ICF Singapore

3rd May 2019