Tag Archives: GROW model of coaching

The manager as coach: helping others find their goal


By Elisabeth Goodman, revised 11th June 2020

(Originally posted as “Developing your coaching skills as a manager” 18th January 2017)

Helping people perform at their best – where to start?

We teach coaching skills in  RiverRhee’s Introduction to Management  course and also in Coaching Skills for Managers.

We also apply these skills ourselves as coaches.

The result is a double benefit: it enhance managers’ performance and it gives them a tool to develop their direct reports’ performance.

[You can read more about some of these coaching skills in my blog on Appreciative Inquiry which also references the GROW model of coaching.]

Michael Bungay Stanier’s  (2010) “Do more great work” is proving to be a valuable starting point for helping people who are making decisions about their direction in life: what they want to achieve.

Helping people to articulate what they want to achieve

This the Define step in Appreciative Inquiry, or the Goal in GROW.

What you’re looking for, in terms of a coaching conversation, is what will help the individual define, in positive terms: what they want to move towards, rather than away from.

Adapted from Michael Bungay Stanier, 2010

Ask them to think about what’s currently happening: find the great work and what makes this so

Use this 3-part circle to help individuals differentiate between the aspects of their work that is OK, that they don’t particularly enjoy, and that is ‘great’.

(This equates to the Reality step in GROW).

What you’re after are the instances of great things that happen for them in their work.

  • What are they doing when they are feeling wonderful?
  • What do they really enjoy?
  • Feel fulfilled about?
  • What are they doing when they are completely “in the zone” or absorbed in their work?

Then ask them to differentiate what they are doing in terms of:

  • How it relates to interaction with others – is there any interaction; does it involve training or mentoring; working things out together; anything else?
  • The kind of thinking they are doing – does it involve researching; creating new theoretical models; evaluating alternatives?
  • What they are practically doing – is it hands on work; making or testing things?

Helping them to drill down in this way will help them to identify the kind of work they might want to focus on going forward:

  • What they value most about their work
  • What motivates them
  • What their particular strengths are that they would like to use more fully

What to do once someone has discovered what makes their work great

Stanier (2010) gives us a 4-box grid which compares and contrasts the things that an individual cares and does not care about, with those that their organisation does or does not care about.

I have super-imposed the grid with the 5-Ds’ from the MindGym’s (2006) “Give me time”.

So this becomes a useful tool for discussing what options the individual has for doing their ‘great’ work within or outside of the organisation.

(‘They’ is the organisation. ‘I’ is the individual.)

taking-action-on-great-work

Michael Bungay Stanier’s (2010) ‘caring’ 4-box matrix overlayed with the 5Ds (in blue text) from the MindGym

At this point, the person you are coaching may be ready to consider what they will do…

The ideal is of course is to achieve the dream scenario: a perfect match between what the individual cares about, and what the organisation expects.

(The dream scenario fits nicely with the Dream step in Appreciative Inquiry.)

The reality is that we tend to have a mix in our work – and the individual may need to decide what they want to do about that.

(These are the Design / Deliver steps in Appreciative Inquiry or the Will step in the GROW model.)

If they arrive at the conclusion that there is not a good fit between what they want to do, and what the organisation expects from them – then that is a useful realisation in terms of their onward career planning.

Conclusion

Having this kind of coaching discussion with your direct report might assume a high level of trust between you.  It could equally be a way of building trust: you are demonstrating a real interest in what they value in their work.

Your ability to respond to the outcome in a positive and supportive way will also help to reinforce that trust.

Using this approach will enable an open and honest conversation about your expectations and theirs, and their options within or outside your organisation as a result.

As always, I’d be interested in hearing what readers think of these tools and approaches.

NOTES

References

Stanier, M.B. (2010) Do More Great Work. Workman Publishing Company, Inc.

The Mind Gym (2006) Give me Time. Time Warner Books.

About the author

Elisabeth Goodman is the Owner and Principal Consultant at RiverRhee Consulting., a consultancy that specialises in “creating exceptional managers and teams”, through courses, workshops and one-to-one coaching, and with a focus on the Life Sciences. RiverRhee is a member-to-member training provider for One Nucleus.

Elisabeth founded RiverRhee Consulting in 2009, and prior to that had 25+ years’ experience in the Pharmaceutical Industry in line management and internal training and consultancy roles supporting teams on a global basis.  She is developing her coaching practice, with a focus on helping individuals to develop management, interpersonal and communication skills, and to deal with change.

Elisabeth is accredited in Change Management, in Lean Sigma, in Belbin Team Roles, MBTI (Myers Briggs Type Indicator) and is an NLP (NeuroLinguistic Programming) Practitioner. She is a member of the APM (Association for Project Management) in which she was a founding member of the Enabling Change SIG.

Elisabeth is also a member of the ICF (International Coaching Federation) and is working towards her PG Certification in Business and Personal Coaching with Barefoot Coaching and the University of Chester.

The manager as coach: practising situational coaching


By Elisabeth Goodman, 23rd November 2019

What is situational coaching and when to use it?

One of Sir John Whitmore‘s legacies was the GROW coaching model, an apparently simple yet highly effective tool to help managers and coaches: “unlock people’s potential to maximise their own performance.”

GROW coaching model

Illustration of GROW coaching model as used in RiverRhee’s courses for managers

[I’ve written about the GROW model elsewhere, see for example Coaching applied to Project Management.]

One of the common challenges for those involved in coaching is knowing when to provide the answers, as opposed to encouraging people to find the solutions for themselves.  Herminia Ibarra and Anne Scoular, in the November-December 2019 issue of Harvard Business Review, would seem to have the answer. (See “The leader as coach”, pages 111 – 119.)

Styles of coaching

Styles of coaching. Illustration from Ibarra and Scoular’s article “The leader as coach” in HBR Nov-Dec 2019, pp. 111-119

Ibarra and Scoular’s model describes different styles of coaching based in how much information or advice a manager or coach is sharing vs. the insights and solutions they elicit from the person they are coaching.

The directive approach may work best for more junior or less experienced people.

The ‘laissez-faire’ approach is best used when team members are best left alone because to interfere would be to hamper their productivity.

The non-directive approach is the one involving a manager’s or coach’s best questioning and listening skills to elicit the wisdom, knowledge and creativity of the people being coached.

The situational approach is where the manager or coach has mastered the art of judging and balancing when to impart knowledge vs. helping others to discover it themselves based on the situation involved.

Developing managers’ skills in situational coaching

The HBR authors give examples of  the value of the listening and questioning skills inherent to coaching, such as:

  • Enriching the quality of the “high-value” conversations that managers and leaders will have with people at various times in the year.  These conversations may relate to important issues or the exploration of new ideas.
  • Enhancing the skills of those interfacing with clients to arrive at solutions that the clients have helped to shape.

The authors suggest that the best way to develop skills in situational coaching is to first develop skills in non-directive coaching until it becomes second nature, and then balance it with “helpful” directive coaching.

Practising with the GROW model is an ideal way to start.  Here are a few extra tips from the article:

  • Goal.  Ask what they want to get out of the conversation for instance “What do you want when you walk out of the door that you don’t have now?”
  • Reality. Avoid asking ‘why’ as this may lead to non-productive streams of thought such as self-justification.  Focus instead on what, where, when and who to help them draw out all the factual elements of what is currently happening.
  • Options. If people are struggling to come up with options, and broaden their perspective, you could ask something like “If you had a magic wand what would you do?”
  • Will.  As well as asking people what they will do as a result of their reflection, you could ask them how likely they would be, “on a scale of one to 10” to act upon their decision. If their commitment is less than eight it might be worth going through the GROW model again.

Finally, the HRB authors give examples of how leaders can help build coaching capabilities and a culture of learning in organisations by:

  • Giving examples of the benefits of coaching (the “why”), as in the high-value examples cited above
  • Role modelling from the top, as the latest CEO at Microsoft, Satya Nadella has done by soliciting ideas from everyone in a supportive and non-judgemental way
  • Providing opportunities for the development of coaching skills (through workshops, learning programmes and tools)
  • Removing barriers to learning, such as organisational or individual reviews that instil fear rather than a climate of open exchange and reflection.

Notes

Sir John Whitmore and his colleagues at Performance Consultants International, suggest that adopting a coaching approach in organisations will give greater purpose and meaning to the people who work there. (See “Coaching for Performance.  The principles and practice of coaching and leadership” for more on this and on the GROW coaching model.)

Elisabeth Goodman is the Owner and Principal Consultant at RiverRhee Consulting, a consultancy that specialises in “creating exceptional managers and teams”, with a focus on the Life Sciences. (We support our clients through courses, workshops and personal one-to-one coaching.) Elisabeth founded RiverRhee Consulting in 2009, and prior to that had 25+ years’ experience in the Pharmaceutical Industry in line management and internal training and consultancy roles supporting Information Management and other business teams on a global basis. RiverRhee is a member-to-member training provider for One Nucleus.

RiverRhee

RiverRhee delivers training, workshops and one-to-one coaching in range of management and team member skills

Elisabeth is accredited in Change Management, in Lean Sigma, in Belbin Team Roles, MBTI (Myers Briggs Type Indicator) and is an NLP (NeuroLinguistic Programming) Practitioner. She is a member of CILIP (Chartered Institute for Library and Information Professionals) and of APM (Association for Project Management) in which she was a founding member of the Enabling Change SIG.

Appreciative Inquiry – a tool and philosophy for positive change


The Appreciative Inquiry five-step model

The Appreciative Inquiry five-step model

By Elisabeth Goodman, 5th November 2016

Asking questions sets the tone for what will follow – start from what’s working well

It seemed obvious from the moment that our facilitator, Andy Smith (Coaching Leaders), mentioned it at the start of the two day course on Appreciative Inquiry (AI) that I attended this week. The minute you ask someone, or a group of people a question, you have influenced their mindset. Ask them what they like about something, or what is going well, and the chances are they will relax, open up and be in the mood to be creative. Ask them what’s not working and they may get defensive, close up and descend into despondency.

That’s a simplification of course as people may want to air their problems before they can open up to explore solutions, and they may automatically rise to the challenge rather than wait to be asked the right question. But the general premise of AI is to focus on what’s working well, on what people do best and on everyone’s potential to do so much more and better. Asking the right, open, positive questions will enable this to happen.

There are implications for coaching and personal development, for team building, for problem solving, decision making, innovation, knowledge and project management and for managing change! This blog just highlights a few of the ways to do this. There’s obviously a lot more about this that I will weave into RiverRhee‘s work and that you can find out about from some of the references below.

A new five-step model

The illustration at the start of this blog is of the five-step model. (Andy calls this ‘the 5 Ds’ but I already have a different 5D model that I refer to for time or productivity management so I will keep these distinct.)

Define the topic to be explored in an affirmative way: so it is stated in terms of what you want to move towards, rather than the problem to be moved away from. Focus on the vision and your mind and body will be already working out creative ways to achieve it.

Discover all the things that you are already doing well towards achieving that vision. This is where the affirmative questioning really starts to kick in.

Dream what it would be like when you achieve that vision: what will you hear, feel, see, think? What would it be like if a miracle happened overnight? This step engages the emotions: the heart as well as the mind and creates a really compelling vision.

Design all the possible alternatives (without evaluating at this stage) for achieving the dream. Build on what’s going well and stretch beyond that.

Deliver – this is the point at which you evaluate the alternatives and decide on the next steps to achieve your vision.

Applying Appreciative Inquiry to coaching

People familiar with the GROW and T-GROW models of coaching will have spotted that define equates with setting the topic (T) or goal (G). Discover equates to reality (R) but with a focus on what’s working well rather than on what’s generally happening. Dream is an enhanced version of the goal. Design equates to options (O) but holding back on evaluating those options. Deliver equates to will ( W ).

The slightly different order of the AI five-step process means that the aspirational vision or dream can build on the positive mood generated and so be more creative than the early definition of the goal permits in the GROW model. Although, in practice, either model can be iterative in a coaching situation.

Appreciative Inquiry and team building

The five-step model could also be used with a group of people in a team situation, to explore how a team can become more effective and attain, or sustain high performance. It could be used ‘live’ within a workshop, as an alternative to using pre-workshop diagnostics or temperature checks as described in some of my previous blogs for team development.

So the team can define in real time what it wants to achieve, discover all the things it is currently doing well, dream of what it could do, brainstorm how it could get there (design), and then agree the actions to take forward (deliver). The team could use rating scales (1 to 5, 1 to 10 etc) at any point in this discussion to make their assessments and goals more tangible.

Appreciative Inquiry and problem solving, decision making, innovation, knowledge and project management

As the previous sections demonstrate, the five-step model has built in approaches to aid with problem solving, decision making and innovation. Focusing on what has gone well and using the dream steps arguably allow people to go beyond just fixing the problem into new realms of creativity.

Apparently others have already explored how to apply AI in Lean and Six Sigma, and I shall look into this more. Certainly, exploring what has gone well and why, in the Measure and Analyse phases of the DMAIC are possibilities that I do already touch upon in my RiverRhee courses. We also sometimes use ‘blue sky’ thinking to imagine a ‘to be’ way of working in the Improve phase.

De Bono’s Six Thinking Hats, and the SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis also encourage equivalents to the Discover step (yellow hat, and Strengths respectively), the Dream step (green and Opportunities), and Design (green again, and the actions arising out of the SWOT analysis).

Andy also mentioned SOAR (Strengths, Opportunities, Aspirations, Results) as an affirmative alternative to SWOT and which should give more scope for the Dream step!

Finally, knowledge management techniques will obviously benefit from AI, especially as having a productive conversation is at the heart of sharing knowledge between people. After Action Reviews, Learning Reviews or Retrospects (or Lessons Learned exercises in Project Management) already explore what went well. So AI techniques and philosophies would enhance the outcomes in these areas too.

Appreciative Inquiry and managing change

Last but not least, AI has something to offer those leading or dealing with change and so support one of my missions which is to create ‘navigators‘ as opposed to ‘victims’ of change! We can aim to understand and look for ways to maintain, enhance, or at a minimum, compensate for the best of what people previously had in creating whatever the new situation might be. And we can ensure that that new situation is as compelling a vision or ‘dream’ as possible.

In conclusion

There are lots of opportunities to apply Appreciative Inquiry tools and ways of thinking in our working and home lives.  I am using some of these applications already, and looking forward to exploring more with with clients, colleagues, friends and family!

I’ll try not to be a “rose-tinted evangelist” though: we still need to acknowledge the very real problems and challenges that people experience and how they feel about them.

How might you apply AI?

further references

ABOUT THE author

Elisabeth Goodman is the Owner and Principal Consultant at RiverRhee Consulting, a consultancy that specialises in “creating exceptional managers and teams”, with a focus on the Life Sciences. (We use training, facilitation, coaching, mentoring and consulting in our work with our clients.)

Elisabeth founded RiverRhee Consulting in 2009, and prior to that had 25+ years’ experience in the Pharmaceutical Industry in line management and internal training and consultancy roles supporting Information Management and other business teams on a global basis.  

RiverRhee is a support supplier for One Nucleus, a quality assured training provider with Cogent Skills and a CPD provider for CILIP (Chartered Institute for Library and Information Professionals).

Elisabeth is accredited in Change Management, in Lean Sigma, in Belbin Team Roles, MBTI (Myers Briggs Type Indicator) and is an NLP (NeuroLinguistic Programming) Practitioner.  

She is a member of CILIP and of APM (Association for Project Management) where she leads on Membership, Communications and Events for the Enabling Change SIG committee.

There will never be enough time!


Red Balloon

Last week, Janet Burton and I had the pleasure of working with several of the Coordinators and other staff from the Red Balloon at their headquarters in Cambridge.

These talented and caring individuals work with often deeply troubled young people at the Red Balloon’s centres around the UK who have experienced bullying and other traumas that have interfered with their education. In the words of Ruth Loshak, Consultant Coordinator with the group, the teachers and other staff help the students “to come to terms with what has happened to them, learn coping strategies, get back on an academic track and move on with ‘the rest of their lives’.”

RiverRhee Consulting’s Introduction to Management training

Janet’s and my task, and challenge, was to condense our three-day RiverRhee Consulting Introduction to Management course into an effective one-day session. Needless to say, we were very much aware that our delegates had as much if not more to teach us and each other as we might be able to teach them! We also knew, from previous experience, that they enjoy and benefit from opportunities to share what they know and how they go about things.

So we did two things: we planned a minimum of presentation, and a maximum of discussion and interactive exercises, and we solicited their input in advance to make sure that we focused the day around their areas of greatest challenge.

Managing performance and developing people

Many of the participants had had very little previous formal management training, and so it was no surprise that “Managing performance and developing people” was one of the two main areas of challenge to emerge. They are also very used to working in counselling mode with their students, and so they particularly liked the contrast with the GROW model of coaching for personal development, and enjoyed trying it out amongst themselves.

Managing time and priorities, and delegation

The second main area of challenge was “Managing time and priorities, and delegation”. The staff of Red Balloon are enormously committed to what they do. They love their work, care deeply about the well-being and development of the students, and seldom observe a strict 9-to-5, five day working week. And of course there is always admin and paperwork to do too.

One of the main advantages of taking a day out for training is having the opportunity to pause and reflect about what we are doing. So the delegates did just that. We shared Stephen R. Covey’s urgent vs. important matrix (from “The 7 Habits of Highly Effective People”), and the “five Ds” for time management from The Mind Gym’s “Give me time”.  (Do now, Defer, Delegate, Diminish, Delete).

We then had the delegates reflect about their own use of time with the help of these tools. Some of them also had a go at “Joe’s dilemma” – a case study based exercise about delegation.

A positive outcome

This is how one of our delegates described how she felt by the end of the day!

A ninja warrior!

“This is me after today’s management training.  Thanks to Janet and Elisabeth for giving us all the necessary tips.”                              (Illustration by Isabelle Spain.)

As The Mind Gym taught me many years ago: there will never be enough time. What matters is finding a way to be happy with how we are using our time. Hopefully Janet and I will have helped the Coordinators and staff at Red Balloon Learner Centre to do just that.

Notes

Elisabeth Goodman is the Owner and Principal Consultant at RiverRhee Consulting, a consultancy that helps business teams and their managers to enhance their effectiveness for greater productivity and improved team morale. (We using coaching, training, mentoring and consulting in our work with our clients.)

Elisabeth has 25+ years’ experience in the Pharmaceutical Industry where she has held line management and internal training and consultancy roles supporting Information Management and other business teams on a global basis.  Elisabeth is accredited in Change Management, in MBTI (Myers Briggs Type Indicator) and in Lean Sigma and is a member of CILIP (Chartered Institute for Library and Information Professionals), APM (Association for Project Management) and is also registered as a Growth Coach and Leadership & Management trainer with the GrowthAccelerator.