The art and practice of leadership coaching

The Art and Practice of

Leadership

Coaching

The Art and Practice of

LEADERSHIP

Coaching

50 Top Executive Coaches Reveal Their Secrets

Edited by Howard Morgan,

Phil Harkins, and Marshall Goldsmith

JOHN WILEY & SONS, INC.

Copyright © 2005 by Linkage, Inc. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

An earlier version of this book was published in 2003 by Linkage Press under the title

Profiles in Coaching.

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Library of Congress Cataloging-in-Publication Data:

The art and practice of leadership coaching : 50 top executive coaches

reveal their secrets / edited by Howard Morgan, Phil Harkins, Marshall

Goldsmith.

p. cm.

Includes bibliographical references.

ISBN 0-471-70546-2 (cloth)

1. Leadership—Study and teaching. 2. Executives—Training of. 3.

Mentoring in business. 4. Business consultants. I. Title: 50 top

executive coaches reveal their secrets. II. Morgan, Howard J. III. Harkins,

Philip J. IV. Goldsmith, Marshall.

HD57.7.A77 2004

658.4′092—dc22

2004016225

Printed in the United States of America.

10987654321

This book is dedicated to the memory of

P. Graham Hollihan,

a leader who coached to the strengths of many people,

encouraged confidence in their potential, and

put them in the best position to learn, grow, and succeed.

vii

Contents

Acknowledgments xi

About the Editors xiii

Research Sponsor: Linkage, Inc. xvii

Research Partner: Hewitt Associates xix

1 The Coaching Landscape, by Linkage, Inc. 1

PART I WORKING WITH COACHES 21

2 Selecting the Right Coach 23

3 Creating a Powerful Coach-Coachee Partnership 41

PART II 50 TOP EXECUTIVE COACHES 53

4 Coaching Leaders/Behavioral Coaching 55

Marshall Goldsmith, 56

Jim Kouzes, 61

Frances Hesselbein, 67

Jay Conger, 68

Dave Ulrich, 74

Barry Posner, 76

Howard Morgan, 78

Ken Siegel, 80

Bobbie Little, 83

Kim Barnes, 85

5 Career/Life Coaching 87

Richard J. Leider, 88

William Bridges, 93

Beverly Kaye, 97

David Allen, 100

Barbara Moses, 103

Brian Tracy, 106

Shirley Anderson, 110

Joel Garfinkle, 112

viii CONTENTS

Richard Strozzi-Heckler, 115

Marian Baker, 117

6 Coaching for Leadership Development 121

Noel M. Tichy, 122

Robert M. Fulmer, 125

Ken Blanchard, 127

Paul Hersey, 130

Nancy J. Adler, 131

Albert A. Vicere, 137

John Alexander, 140

Jim Bolt, 143

David Giber, 146

Jim Moore, 149

7 Coaching for Organizational Change 153

Phil Harkins, 154

W. Warner Burke, 159

Sally Helgesen, 161

R. Roosevelt Thomas Jr., 165

Gifford Pinchot, 168

David Dotlich, 173

Stratford Sherman, 176

Gary Ranker, 179

Leigh Fountain, 183

Bruce Pfau, 186

8 Strategy Coaching 189

C. K. Prahalad, 190

Vijay Govindarajan, 196

Christopher A. Bartlett, 199

Fariborz Ghadar, 203

Michael Hammer, 207

Joel Barker, 210

Niko Canner, 213

Julie Anixter, 216

Bill Davidson, 219

Judy Rosenblum, 220

PART III INTERNAL COACHING 223

9 Applying the Behavioral Coaching Model Organization-Wide 225

10 The Leader as Coach 233

David Kepler and Frank T. Morgan

CONTENTS ix

PART IV THE COACHING ALMANAC 243

11 Is Coaching Worth the Money? Assessing the ROI of

Executive Coaching 245

12 Interpretative Data: What’s Shaping the

Coaching Marketplace 255

Notes 269

Index 271

xi

Acknowledgments

Aproject of this scope can only be realized through the outstanding con￾tributions of a great team of people. Accordingly, the editors wish to ac￾knowledge the spirit, creative talent, drive, and contributions of many. First,

we’d like to thank our 50 coaches for so generously contributing their time

and best thinking in an honest and open dialogue. In particular, Jim Kouzes

was instrumental in the development of our ideas and our knowledge of top

coaches, and generous with his perspectives and critique. We felt Warren

Bennis’s touch as well, with his early input. And we’d especially like to thank

C. K. Prahalad, Beverly Kaye, Bill Bridges, and Richard Leider for their ad￾vice, counsel, and efforts. We’d also like to thank Steve Kerr, David Kepler,

and Frank Morgan for their contributions on our behalf.

In the inner sanctum of the project team, the editors wish to acknowl￾edge the efforts and contributions of a number of other key players. Trans￾lating great thoughts into a meaningful book is not an easy challenge—Keith

Hollihan’s project leadership, editorial skill, and writing talent helped us

achieve our vision. It was his competence, perseverance, and commitment

that allowed the editors to place their full confidence in his ability to de￾liver the highest quality product within a tight time frame. In addition,

Todd Langton’s initiative got us rolling, Erica Wright encouraged us to get

connected, and Lyda Goldsmith helped us assemble a collection of contrib￾utors we are all proud to join.

Robert Tucker’s foray into coaching literature was articulated wonder￾fully in his chapter on the ROI of coaching. David Schottland provided

tremendous support wherever and whenever needed and assumed his own

leadership over key areas of the book. Scott Young helped drive our survey

research. Robin Craig kept us on schedule and facilitated the efforts of many

key people in bringing the book to life. Jim Laughlin helped us make sure

that we were saying what we wanted to say. Lori Hart turned the assembled

pieces into a polished work under the usual deadline demands, applying her

talents to the book’s look and feel. And Jasmine Green and Rusty Sullivan

made enormous contributions in helping take this book to the next level.

xiii

About the Editors

Howard Morgan As an executive coach, Howard Morgan has led major

organizational change initiatives in partnership with top leaders and execu￾tives at numerous international organizations. His clients include global busi￾nesses in the financial services, manufacturing, management consulting,

communication, media, and high-tech industries.

Howard’s profound understanding of the demands of executive leadership

come from 17 years of experience as a line executive and executive vice

president in industry and government. He has operated major businesses

with full profit-and-loss responsibility; managed the people side of mergers

and acquisitions; led international expansions and start-ups; and gained the

respect of unions and corporations when negotiating agreements in volatile

labor environments. He knows what it means to structure an organization,

lead people, and manage a business to achieve quarterly objectives. This

practical background, along with an understanding of the politics of leader￾ship and the competitive pressures of today’s global marketplace, is embod￾ied in the roll-up-your-sleeves coaching work he does with executives.

The dramatic impact of Howard’s approach is drawn from his ability to

communicate the significance of people and performance issues in the con￾text of business objectives. He has been a pioneer in the practical under￾standing of how motivation, productivity, and behavior are linked to

organizational values, leadership approach, and employee satisfaction. He

has done significant work on measuring the impact of leaders on long-term

profitability and growth. He has helped leaders understand that the nuances

of people management are a major influence on corporate success. He has

shown managers how they can increase their effectiveness in that area in

practical ways.

Howard is a managing director of Leadership Research Institute and is rec￾ognized globally as a top executive coach and leadership development expert.

He specializes in executive coaching as a strategic change management tool

leading to improved customer/employee satisfaction and overall corporate per￾formance. He has led the development of an internal coaching model for a

large international organization and has done significant work coaching execu￾tives on the art of managing managers. He has worked with many executive

xiv ABOUT THE EDITORS

committees of the world’s largest organizations on improving corporate and

executive performance.

Howard holds an MBA from Simon Fraser University and has completed

advanced studies at the University of Michigan. He currently serves on

three boards of directors, in Europe and the United States. He is also com￾mitted to adding value back to the community through his volunteer efforts

in the health care sector.

Phil Harkins Phil Harkins has emerged as one of America’s leading exec￾utive coaches and organizational development experts. His broad range of

business experience and his knowledge of organizations, cultures, people,

and psychology—combined with Linkage’s proven process and tools—have

made a significant difference for the hundreds of leaders, leadership teams,

and organizations with whom he has worked and coached.

Phil prepared for his role as executive coach by first becoming a senior

manager at Raytheon Company, and then studying with the foremost experts

on human behavior at Harvard University. After completing a doctoral pro￾gram under the advisement of Chris Argyris, the most widely respected au￾thority on organizational behavior, Phil returned to industry, where he

applied his expertise as part of the executive team at Keane, Inc. There, he

helped this company become one of the fastest growing and most successful

large software companies in the world. It was at this time that he formulated

his process for helping executives and executive teams develop. This system,

he believes, requires combining a clear perspective with building knowl￾edge, skills, and tools to increase efficiency, effectiveness, productivity, and

innovation in their work.

Over the past 15 years, Phil has had the opportunity to coach in long-term

coaching relationships, as well as in short, specific assignments with interna￾tionally accomplished global leaders, leadership teams, and organizations.

What’s even more significant about Phil’s experience is that he has worked

in virtually every sector of business, as well as in nonprofits and government

agencies.

Phil has also emerged as an authority on the subjects of communications

and leadership. His landmark book, Powerful Conversations: How High￾Impact Leaders Communicate is widely read and highly acclaimed as the

textbook for honing leadership communications. His book, Click!, takes com￾munications to the next level in helping leaders to combine communications

with their ability to connect with others. His most recent book, Everybody

Wins, provides the groundbreaking growth story and strategy of RE/MAX

International, the real estate giant.