Why the Best Managers Know When to Stop Giving Answers

In workplaces across industries, a quiet change is underway. The manager who walks into a problem and immediately delivers a solution is no longer considered the gold standard of effective leadership. A growing body of research and practice points to a different model, one in which the most skilled leaders ask more than they tell, […]

Cultivating Trust Through Coaching Leadership

When you walk into an organization that is at the top of their game, you would realize that they got there not just with technology. But because they have people who trust each other. That trust is not accidental. It is built deliberately, layer by layer, through the daily choices leaders make about how they […]

The ‘GROW(TH)’ Coaching Model

The GROW Model has been the most widely used international coaching model in business for a number of years.  It has now been developed into the GROW(TH) Model.   It began with Tim Gallwey’s book ‘The Inner Game of Tennis’ published in the U.S. in 1974.  ‘The Inner Game’ was originally used as a sports coaching model to improve […]

Getting Past ‘The Gatekeeper’ To Make Appointments With… The M.A.N.

In today’s very tough sales market, it is becoming increasingly challenging for a salesperson to get through to the decision maker – the ‘M.A.N.’.  This is the person with the Money, the Authority, and the Need. (It can be a male or female).  Many customers have a PA or secretary, who will answer calls on the decision maker’s behalf. […]