Wednesday, December 27, 2017

Expert Series: The Strategic Exit Strategy. Part 1 of 4

The Strategic Exit Strategy:  7 Steps to More Revenue and Happier Clients. Part 1 of 4 

Growth and client acquisition is important for every coach’s survivability. This means that for many coaches their energy can get quite heightened around attracting tribes, building community and the like. This is great, there’s nothing wrong with that, but what if hidden opportunities exist in how we let our clients go?

You see, with so much emphasis in bringing clients IN, how we end coaching relationships is rarely discussed…until today.

In the best of endings, there are wonderful opportunities for creating valuable results for you and your client. Other times our clients have less than desirable endings to their coaching contracts, and though that’s not the norm, even in those situations there can be grains of gold hidden in the cracks.

The first step in successful exits, endings that produce these valuable nuggets, is to embrace the idea that you should have a process that will be applied to the end of all coaching contracts and relationships. I know that seems like a simple idea, but many coaches don’t have a standard process in place and choose to ‘feel’ their way through this important transition.

What is in the perfect process? In my years of experience, both in my practice and through the thousands of coaches I’ve worked with, I can say it comes down to 7 key steps.

Step 1 – Review: Take time to review the relationship, the client’s growth, accomplishments, wins, and take-away’s from the whole coaching relationship.

You can apply any number of processes to this step, but the most effective I’ve ever experienced is the guided review.

Develop a series of questions that help you get the client talking about what they see.

Questions like

  • Take a moment to remember where you were when we first met and tell me how you see you’ve evolved since then.
  • What have been the biggest break-throughs as a result of our coaching, and what helped get you through to them?
  • What new skills, or expanded skills can you see you’ve developed during our coaching?

In verbalizing their responses you’re giving them space to affirm the value they perceive in having coached with you and supporting them to acknowledge how far they have come. This kind of review typically leaves the client feeling great about you, the process and themselves! That said, this is just the start of a very rewarding process!

In the following parts in this series, we’ll explore how the many nuances and opportunities that follow this feel-good moment.

Until then, take a moment and develop your own list of questions to guide a client review at the end of your coaching agreements. You’re going to love what comes next!

About the Author:

Terri Hase, PCC, MMC, is a 15+ year veteran in the coaching industry. She is Managing Director at Impact Coaching Academy where she teaches a variety of beginning and advanced coach training programs. Her private practice includes Mentoring and Business Development Coaching. Terri has served on the Executive Committee, and Board of Governors, for the International Association of Coaching.

Terri’s direct, casual, and humorous approach has earned her top status among instructors in the coaching field.

You can enjoy her teaching and innovative training through Impact Coaching Academy. Visit: >> Impact Coaching Academy <<  

The Expert Series is brought to you by choice Magazine as part of our ongoing efforts to bring opportunities for learning and growth to the coaching community. Delivered in four parts every two weeks, each series covers useful topics for business development and coaching insights, serving the needs of leaders in all areas and walks of life. Archived copies of the previous series can be found here.