COACHING CASE STUDIES
1. High Stakes – The IPO Roadshow
Challenge: To transform a low-key, conservative CEO into a passionate communicator for the value of his shipping company as he traveled to institutional clients all over the country and Europe.
Solution: We strengthened the flow of the presentation his investment bank had created so that it was an easier, more coherent message for him to deliver. We also eased him into a more energetic delivery by enriching his own style rather than by forcing any superficial techniques.
Result: “Very many thanks for your help putting together a great presentation and in helping (my CFO) and myself deliver it in a way which did justice to the work done behind the scenes by yourself and the bank.”
2. The Beauty Contest
Challenge: Successful Senior Vice President of leading Boston investment management firm wanted to strengthen her presentation skills in an industry where business is frequently won or lost in competitive “bake-offs” or “beauty contests.”
Solution: We focused on how to distinguish her firm from the competition, make her remarks more relevant, and deliver the presentation with more authority.
Result: “The techniques you taught me are already starting to pay off. Last week, I won a new $30 million account. I was delighted. I faced very tough competitors, but the Board decided within one hour of the meeting to go with my company. Thank you.”
3. The Dinner Speech
Challenge: To coach the President as she prepared for her opening remarks and speech to 800 people at the Financial Women’s Associations annual dinner.
Solution: We refined her approach, reworked the speech, perfected her delivery, and worked on the agenda of her co-speakers.
Result: “(Your) suggestions prepared us well. The personal commitment to our success and professionalism you demonstrated enabled us to produce outstanding results…enjoyed working with you this year…Your enthusiasm and energy are contagious…I look forward to working with you in the future.”
4. The Technology Speaker
Challenge: Twenty technology professionals in the leading dot.com technology company had to present at their upcoming client conference. Their performance at this event the previous year had been disappointing.
Solution: We did a marathon of individual coaching rehearsals. People came in groups of four for a half day each, during which time they were videotaped while they presented. We re-worked their visuals and content to make them more coherent, more interesting, less wordy, more interesting, simpler, and made them more energetic in their delivery.
Result: “Everyone I spoke with about the training found it incredibly beneficial and would certainly like to participate again next year. The conference went very well and of the 5 top speakers, 4 were our very own!” Thanks for everything.”
5. The Sticky Client Presentation
Challenge: To help a team of Managing Directors navigate through a sensitive presentation to an investment banking client.
Solution: We worked on the whole presentation, but crafted with particular care the opening of the presentation and the strategies for handling the various political issues that they knew would arise.
Result: “It went very well. We accomplished what we wanted. Thanks for the help!”
6. The Slightly Flawed Fast Tracker
Challenge: To help a talented Senior Brand Manager at a major media company improve her professional presence particularly when presenting to Senior management at key clients. Her enthusiasm was high, but her delivery was less than satisfactory.
Solution: Part of the problem turned out to be structural, which we fixed with a proven format that guarantees a logical flow. Then, we eliminated her self-defeating habit of speaking too quickly.
Result:“I really enjoyed and got a lot out of our one-on-one session. You are a joy to work with and your ability to share effective techniques and information was great. My meeting this week was a smash and I received great feedback from the attendees and my team on a job well done.”
7. The 2000 Person Audience
Challenge: To ensure a successful speaking experience for this Director of an investment management firm before such a large audience.
Solution: We worked very carefully on the message, making sure it struck just the right note and incorporated a variety of techniques to make it both useful and entertaining. We also reviewed techniques for managing natural public speaking anxiety.
Result: “Thank you for the help you have given our entire organization this past year, particularly the ones you did in London “sensitizing” them to selling in the American market. On a personal note, I want to thank you for the work you did for me on my recent speech. It was a great success, due in no small way to your help.”
“Quality is not an act. It’s a habit.” Aristotle