Individual Coaching is a Highly Customized
Approach to Getting the Results You Want.
The entire process is determined by the results that are needed or desired. Coaching can address
problems (behavior or performance), a special challenge (like a special presentation), or it can support,
motivate, and polish someone who wants to improve performance faster and better than they could on
their own or within their current organizational structure.
Steps in the Coaching Process:
1. Consultation with management identifies behavioral objectives
2. One-on-one evaluation of individual strengths, challenges, and needs
3. Establishment of agreed-upon objectives (all parties)
4. Needs & objectives determine the focus and methods used
5. Coaching sessions are spaced in weekly or biweekly intervals
6. Interim assignments to get information and apply new approaches
7. Field observation and/or feedback
8. Evaluation of results
9. Final calibration and action plans for continued improvement
10. Evaluate the coaching
Some of the Methods Used Include:
Application of skills on-the-job
Role-plays and skill practices (some videotaped)
Behavioral reinforcements (several types)
Focus on content and skills related to objectives
Reading assignments for content before each session
Time between coaching sessions
Confidentiality:
What is discussed in coaching sessions is private and confidential. The person being coached must
give permission for the coach to share specific information with management about anything that was
spoken about during coaching sessions.
Frequently Asked Questions:
How is coaching different from counseling?
Coaching does not focus on psychiatric or psychological problems. Problems or issues that are not
suitable for coaching are referred discretely to the appropriate resources for counseling by a licensed
professional. Coaching focuses on guiding the client toward solutions that are implemented in the
present and future, and supporting personal accountability for following through on them. Being
coached is an empowering, positive experience.
How is coaching different from consulting?
The coach is not required to be a content expert, whereas the consultant is a content expert whose
opinion and information is the focus. The coach is not always a content expert in the client's field, and
does not try to be. Ben's approach is a blend of coaching and consulting (where appropriate).
Give Yourself Permission to Live a High Quality Life!
Individual Coaching Final Feedback:
In a Letter:
Please consider this document as an endorsement and testimonial of the services provided to me by Ben Cairns.
On June 20 of 2005 I left my job as a pharmaceutical sales representative for various reasons and began to pursue career
opportunities in the medical sales arena. This profession is notorious for its difficulty in breaking into. After a couple of
ineffective interviews in which I was not offered employment, I sought Ben’s services bases on a referral from a friend.
Once Ben counseled me through the anger, embarrassment and resentment of being with a company that had been poorly
matched to my personality, he began the coaching process that allowed me to leave all of that baggage and the door and begin to
interview effectively, very effectively. I began to get call backs for second and third interviews and ultimately landed the career
in medical sales that had seemed so far out of reach just a few months ago.
I can recommend the services of Ben Cairns without hesitation or trepidation. If you are having a problem coming to grips with
a job loss or landing the career that you have been dreaming of, your time will be vastly rewarded with Ben.
Please feel free to contact me if you have any further questions regarding Ben’s effectiveness or qualifications. I consider my
time with him as one of my greatest professional investments.
Sincerely,
Matt Hooper
Spectrum Laboratories
423-504-4386
In an email:
The sessions I’ve had with you have changed my life. I have seen a tremendous change in my dealings with others,
and attribute that change to the change in me.
Unexpected comment from the friend of a coaching client:
Whatever you did with him is incredible! I can tell that he’s back on the right track. I know you can’t tell me what you
talked about, but I’d love to know how you do it!
In an email:
I have been employed in sales for over 15 years and understand that communicating in the style to the buyer is critical
to close sales. Fortunately, I have worked with Ben to refine my ability to read and relate to a prospect’s style
quickly. Ben’s methodology allows individuals and organizations to master this skill quickly and consistently. If you
or your organization wants to close more business and increase conversion rates, I would encourage to you call Ben to
learn about his system.
Tom Wengler
