Thursday, 09 February 2012

How to coach consultants – 10 tips

Tue, 13 Apr 2010 | By Tony Seager

Tony Seager

Ten top tips on how to get the most out of your consultants — and how they can get the best out of themselves.

1. Find out what their goals are. Without goals, there can be no coaching!

2. Do your homework. The more you know about the person, their vision, objectives, goals and their challenges, the better.

3. This should not be a one-sided exchange: be the ‘cheerleader’, but also engage and challenge if you judge a mistake.

4. Lead and give direction but don’t give the answers.

5. Probe deeper than the “why” and immediate response. Ask “what” – as in “what is the solution,” or “what course of action” should be followed.

6. Avoid phrases like “I don’t think” and “you shouldn’t”. Instead, use “what if you were to”, “maybe you could”, and “another option might be…”

7. Be prepared for the situation in which you don’t have the answer. This is not about you being a ‘guru’. If you don’t know, take a time-out.

8. Recognise and reward small advancements, and encourage positive thinking and enthusiasm.

9. Give feedback at the end of the session. Encourage the consultant to make a few points, and ask them to commit to two to three key action points.

10. Empower the consultant by asking them what they would do if they just heard you tell them what they told you.

Readers' comments (5)

  • Steve Jones | Tue, 20 Apr 2010 10:29 am

    I always read this person's "tips" and have arrived at the conclusion that he is well and truly stuck in the 90s. I don't know anyone else, in any industry, that calls managers/leaders 'cheerleaders' or 'gurus'.

    Seriously, come on. I hope he doesn't coach in the real world using these words as there is a bit of a credibility issue happening.

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  • Emma Taylor | Thu, 22 Apr 2010 5:28 am

    I agree Steve! I wonder what this chap charges for such pearls of wisdom?!

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  • Catrina Smith | Wed, 5 May 2010 5:08 pm

    Point 7 should be remembered by every manager. As a recruitment consultant of five years I still thinks it’s great to have my achievements recognised by management. I appreciate Tony’s comments are out of date, however it’s amazing how many managers forget to reward their good consultants!

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  • Guy Buncombe | Thu, 6 May 2010 3:14 pm

    Tony's words convey their meaning, and that's all we can expect of words. I wonder what exciting 21st century expressions Steve Jones (and the sneeringly cynical Emma Taylor) would use instead. As for "there is a bit of a credibility issue happening" - a laughably inept phrase if ever I saw one - there is a bit of a pot calling the kettle black issue happening!

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  • tony seager | Mon, 7 Jun 2010 4:10 pm

    Steve, Emma
    Thank you for your comments which are duly noted. We can all learn from others and I have certainly learned something from you both.

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