Disruptive leadership needs analysis

NEEDS ANALYSIS GET CLEAR ON HOW YOU CAN SERVE…

NEEDS ANALYSIS

MAYBE ONE DAY I'LL REALISE WHAT I'M MEANT TO DO WHEN I 'GROW UP'.

UNTIL THEN,

I'M LOVING THE JOURNEY. Sharon Pearson

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NEEDS ANALYSIS

NEEDS ANALYSIS IT’S NOT ABOUT ‘GETTING THE GIG’, IT’S ABOUT FIGURING OUT IF, AND HOW, YOU CAN ADD VALUE TO THEM AND THEIR PURPOSE… The needs analysis is you getting with the decision maker(s) and figuring out, together, what’s going on, what their biggest challenges are, what their opportunities are, where they’re heading, why it matters, and what you can do to help them achieve what they want.

When doing the needs analysis, you’re also assessing whether they are the ‘right’ clients for you – as in, can you add value, can you deliver what you promise, and will you enjoy working with them.

Do not over promise.

Do not over promise.

Do not over promise.

If anything, understate what you can do with them.

Never say ‘coaching can do anything’. It’s simply not true.

Where you’re unsure if you can help in an area, SAY SO. Don’t try to ‘get the gig’. Get the gig because of your transparency. You will have far more credibility if you say it as it is, than you will by over-promising.

‘I’m not sure if coaching will help with that. We can have a look, and perhaps I can make a recommendation…’

The idea with the needs analysis is to assess: 1.

2.

3.

4.

5.

Can you help them Do they want to be helped Are they aligned with your values Is what they want to achieve something you can help them with What resources you would need to help them achieve their desired outcomes 6. The value of this commitment to you 7. Their willingness and ability to pay the value of this commitment

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NEEDS ANALYSIS

NEEDS ANALYSIS EXAMPLE I generally do a needs analysis through chatting with the potential client. You can do it more formally, and you need to find what works best for you and the clients you attract.

There is not one right answer. If you think there is, you want to avoid making mistakes rather than serving your clients. So don’t ask me, ‘what’s the best way’, once you’ve read this. Feel uncertain, and figure it out for yourself and your clients. How would I know what’s going to work for them? I haven’t met them.

So here goes… a ‘formal’ version that is just an example, and is not absolute, and could never be. It’s not definitive, complete or in any way going to work for you with all potential clients.

1.

Tell me a little about your business…

2.

What do you think matters about this business?

3.

Do your clients know that?

4.

What’s working?

5.

What else?

6.

What else?

7.

What else?

8.

What’s a challenge right now?

9.

What else?...

10. What do you see coming on the horizon that needs to be dealt with?

11. Is the team ready to handle it?

12. What else?...

13. What’s the next level for this business?

14. What else?...

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NEEDS ANALYSIS

15. How do you know?

16. What’s it going to take?

17. What else?...

18. What’s missing and needed for what’s coming?

19. What else?...

20. What’s on your side for this?

21. What else?...

22. Where are the gaps you’re seeing as we dig into this?

23. What else?...

24. What about…?

25. Have you tried…?

26. Have you thought about…?

27. Tell me about your culture here…

28. How important do you think culture is in building a winning business?

29. What’s your ideal culture?

30. What else?...

31. What’s missing from your culture that you would want to see?

32. What would others say is missing?

33. How would you describe your operations in terms of systems and processes to make people more effective?

34. How often are they reviewed?

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NEEDS ANALYSIS

35. What’s the attitude around here toward the changes to systems?

36. What’s the attitude around here toward improvements and innovations?

37. Who generally comes up with the ideas?

38. Tell me about your recruitment strategies… is this linked to your cultural imperatives?

39. How? 40. How are people given feedback? How often? How effective is this?

The rest of the questions can come from the Leadership Diagnostic… anything more will be based on what you’re learning in the meeting, so you will need to adapt your questions accordingly.

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NEEDS ANALYSIS

Congratulations ON BEING A LIFELONG LEARNER Learn more about how to stand out from the crowd as a Meta Coach, be a part of the most influential group of coaches in Australasia & make a lasting difference on your clients' lives with the world’s first and only research-based coaching methodology.

Connect with the team at the back of the room to find out more.

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NEEDS ANALYSIS

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