ROI of Business Coaching

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I am a recovering management consultant. At some point it seemed to me that my solutions to client problems seldom became a permanent fix----especially when client leadership blind spots prevented seeing how the problem arose in the first place. So, I began doing more business coaching, working with executives and professionals to build the capability to develop their own business solutions.

Since few potential clients know what an executive and business coach is and does----many continue to categorize me as a management consultant. And that's OK. "Management consultant" covers a broad range of capabilities and specialties. More at: http://www.coachingscoop.com/2001/aug/15/johnagno.pdf

How does business coaching pay off in sustained results?

FORTUNE magazine (May 2002) reported on the return on investment ("ROI") of Metropolitan Life Financial Services' intensive coaching program with part of its retail sales force. Metropolitan's experience found that productivity among those salespeople coached increased by an average of 35%, while 50% identified new markets to develop.

Perhaps, most important, Metropolitan retained all of the salespeople who had the coaching---a big deal, since industry statistics show that each representative who leaves a company with three years' experience cost $140,000 to replace. In all, the coaching program, which cost about $620,000, delivered $3.2 million in measurable gains.

For more on the ROI of coaching versus consulting, go to: http://home.att.net/~coachthee/Archives/execroi.html

John G. Agno, Certified Executive & Business Coach, www.CoachedtoSuccess.com