Lessons From The Top

As a coach, if you want to effect sustainable change within an organization and support an entire culture shift it helps if you can start at the top with the senior executive team. Your exposure to senior executives is critical - and first impressions matters. After all, these senior individuals can affect your coaching results and your potential to build a long term and sustainable relationship across the entire organization.

Whether they are in business, government, or the non-profit sector, all senior executives appreciate certain things. Listening is the doorway to everything that matters in life and business so it goes without saying you need to listen deeply to what matters most - to them.

Here are a few ways to make the most of your encounters with those at the very top of the organization as you learn to manage your own leadership brand and have a positive impact in the C-Suite of organizations.

Consider the big picture
The higher you go in an organization, the wider the view. Executives really appreciate individuals who think about issues beyond their own narrow contract of work. If you seem to understand and care about larger organizational goals, you will make a positive impression. Ask intelligent questions.

Collaborate across functions
Part of seeing the bigger picture is recognizing how your coaching impacts others. All too often, coaches can get stuck in the contextual “silos” where their clients work and focus only on their clients’ own objectives. Executives want different functions to work together to achieve organizational goals. So, think broader and encourage your clients (at whatever level) to do the same.

Be smart about money
All senior executives are concerned about money in one way or another, whether it’s increasing sales, reducing costs, managing budgets, or ensuring overall profitability. If you show concern for finances and a strong ROI for your coaching then senior executives will know that you appreciate the issues that they must deal with on a regular basis.

Ask intelligent questions
One great question can open up an entirely new level of conversation, expanding your client’s conscious awareness. Executives appreciate individuals who take an interest in the business, and they usually love to share their knowledge or perspective. When you have a chance to interact with senior executives, try to have a few well-thought-out questions ready. Do what you do best, engage them in a coach approach conversation. And then listen. Really listen. Encourage a deeper dialogue to take place - they’ll remember you for it.

Propose solutions
Executives constantly hear about problems, so they really appreciate people who focus on solving them. Yes, I know you are a coach and you’re not meant to have the answers (just the right questions) however outside of the pure coaching conversation, you can increase your impact if you act as a resource for your client. Expand their perspective. Identify polarities. Inspire a different level of consideration.

Be a trusted resource
Even though executives have a broader view, they are time (and energy) poor and can struggle to keep abreast of the everyday details of what is happening in the wider industry. Any new information about hot trends, articles and business tips will usually be greeted with enthusiasm.

Tweet
Executives have limited time, so don’t expect them to sit through lengthy descriptions of projects or problems. Be prepared to convey your information quickly and concisely. If they want to know more, they will ask. Death by powerpoint? Never.

Disagree respectfully
Most high-level managers have little respect for people who say "yes" when they really mean "no". On the other hand, they expect people to respect their position and their authority. So presenting a different view and challenging their perspective will often be viewed positively, as long as you are non-confrontational and respectful. Don't be afraid to share your personal experience of them to give them insights about their impact on others.

Show you care
Ask how you can add more value. Get clear on their expectations of your coaching role and responsibilities. Be confident and build trust within your relationship. Executives at Senior levels are often stretched beyond their capacity so finding key individuals they can trust is a must for their own success and a compelling reason for them to hire you as their coach.