Introduction to coaching and mentoring skills
This is an interactive workshop for marketing and business development professionals led by a qualified and experienced professional coach/mentor. It provides an introduction to coaching and mentoring models and skills and a range of practical tools. It includes exercises to allow ideas to be applied and for the relevant skills to be developed for use in line management and fee-earner business development situations.
The workshop qualifies for 3.5 hours CPD.
Topics covered:
Introduction
- Coaching vs mentoring vs counselling and other helping approaches
- Knowing ourselves – The manager as coach and mentor
- Understanding others – Adapting our approach
Understanding the core models and their practical use
- Coaching process
- GROW (Whitmore) and other process models
- Personal Development Plans
- Mentoring process
- Giving advice vs creating self-sufficiency
- Consultative vs directive approaches
- Learning process
- Learning styles – self-assessment
- Competence curve/Practice spiral
- Reflection
- Using the Skills Development Platform
- Ethical issues
Exercise – Coaching team members
Applying the coaching tool kit with fee-earners
- Structuring sessions
- Agendas and meeting guides
- Constructive feedback/Development reviews
- Documenting key points
- Creating rapport and promoting dialogue
- Psychological and NLP insights
- Exploring issues
- Questioning techniques
- Issues analysis and prioritisation
- Goal setting
- Alignment and reality testing
- Action planning
- Generating options
- Motivating behaviour
- Monitoring and measuring performance
Exercise – Coaching fee-earners
Conclusions, further studies and next steps
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