What can you, as a business advisor, do if the guidance you are offering your owner-manager clients is ignored and they just do not want to listen to the advice you are giving? It may feel like you are shouting into their ears, without any effect.
You may be very confident that the suggested direction and the changes you propose will deliver great results for your client, but it may seem that the client chooses to remain ignorant of the proposed benefits. You may feel that limiting thinking of your client is preventing the potential outcomes to be achieved.
The problem is that the role of the owner-manager in the business does not allow for working with others who may have an alternative view, or influencing company decision-making because all the important decisions are made by the owner-manager him- or herself.
This is an example where coaching offers real benefit.
The use of coaching techniques offers a way out for many business advisors confronted by a client who refuses to acknowledge that change is needed. But coaching is relatively new for most business advisors who have been schooled in the traditions of consulting, training and mentoring.
Coaching is a style of supporting people by asking questions, rather than offering pre-defined solutions or systems. This may sound uncomplicated, but it is not a style that all business advisors find easy to use.
This is why the next webinar organised by the Institute of Business Advisors Southern Africa (IBASA) and the Entrepreneurial Planning Institute (EPI) tackles the topic: “Using coaching techniques in supporting owner-managers to overcome limiting thinking”. IBASA members and other business advisors may join this webinar for free on Thursday 21 February.
to register for the webinar
When using pointed questions to encourage your client to reflect on the way they operate and the options or alternatives they have, they are confronted with more fundamental thoughts about themselves and their own approach. A skilled coach is able to guide a client towards understanding how their perspective on the world and view of the people around them influence their decisions. It becomes possible for the client to reflect on themselves and to explore how their habits are contributing to the challenges they face.
Coaching clients are also more likely to take full ownership of the solutions the business advisor helped them to frame than when a turn-key solution is offered for them to switch on and implement. When they own the solution, they are more likely to make it happen!
Of course, coaching is a style of supporting people that may be used in a variety of contexts and by following a diversity of approaches. Business advisors that are considering ways of adopting coaching techniques will be well-advised to investigate which coaching courses are most suitable for them so that they may add question-based support as part of the value they offer their business clients.
to attend the next IBASA/EPI Webinar