This document discusses coaching as an alternative to traditional management approaches. It presents a spectrum of helping relationships with coaching positioned between counseling and facilitating. Coaching differs from telling or training in that it does not import an expert model, but rather helps individuals find their own best solutions to problems that often lack single right answers. The document outlines a simple coaching model where the manager asks questions to help the learner explore options rather than giving direct advice. It also discusses key coaching skills like active listening and challenging feedback to help learners develop their own solutions.

1. A Coaching Approach to
Management
Deborah Dalley

2. Spectrum of helping
I am in control
They are in control
Counselling
Telling
Training
Coaching
Facilitating
Mentoring

3. Spectrum of helping
Telling
Training
Mentoring
Coaching
Facilitating
Counselling

6. Why Coaching?
We cannot import the traditional “expert” model
into a coaching approach. Many of the issues and
problems people bring to coaching do not have a
single 'right answer'. They are often dilemmas to
which the individual must find their own best way.
In todays organisational world many issues
require more in-depth exploration without
rushing to premature decisions or so-called expert
solutions.

7. Simple Model of Coaching
Learner
 Can you tell me how to sort
this out?
 So what do you think I
should do?
 Which option should I
take?
 Well I could take option A
 I still think option A is the
best
Manager / Coach
 Lets look at it together – describe the
problem to me.
 Lets look at the options – what are
they?
 What about telling me what you think?
 OK so if you do that what will the
implications be?
 It sounds good to me – so what are you
going to do and when?

8. Coaching Skills
Asking the right questions
Active listening
Reflecting and summarising
Challenging and giving feedback
Making suggestions

9. What?
Where?
When?
Why?
How?

10. Five Levels of Listening
• Waiting to speak
• Listening to tell our
story
• Listening to give
advice
• Listening and
asking for more
• Intuitive listening

11. The GROW Model
Goal
Reality
Options
When, who ……