The coaching and consulting industry can be a tough place to work. We slave away with clients, do great work, week in week out, then we move on. We start one project, finish another and the cycle continues. The tricky part comes when you are pitching for new work, how do you prove that what you did with your last client made a difference, or worse still, with the end of the financial year approaching and budgets being reset. How do we prove our worth to existing clients as we renew the ongoing contracts we have in place? More and more organisations are scrutinizing their dollar spend and seeking to prove a return on investment (ROI), before continuing with service providers. Page 42
Combine this with a shrinking budget spend and an everincreasing pool of available coaches and consultants in the marketplace.
This tool has revolutionized how I now justify my place in any coaching or consultancy assignment.
Wouldn’t it be great to have access to some way of quickly and economically measuring the effectiveness of your work, to prove your worth and to verify an ROI for your client?
When I met Mark his opening comments to me were “In medical practice giving a prescription without a diagnosis can lead to malpractice and the same rule applies in the coaching and consulting industry.
I found myself in just this position recently, having worked for a client for four years, implementing a change process and having to go cap in hand to the General Manager to plead my case, as to why they should continue to engage with me as we brought the project home to conclusion. I’m always on the lookout for leading edge solutions and on a recent tour in the US I met Mark Rosenberger who introduced to the Performance Gap Indicator tool (PGI).
A lot of coaches and consultants knock on their prospects doors and offer to prescribe services which will solve all manner of problems, some including the common cold! The problem is they have not performed a proper diagnosis on which to base their assessment of the issues or challenges. The next piece in the puzzle after they have prescribed a course of action, is proving it actually worked” Rosenberger said. www.coachinglife. com.au
