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Business Leaders
Coaching for Commitment: Managerial Strategies for Obtaining Superior Performance, Dennis C. Kinlaw, Pfeiffer & Co.
Coaching for Commitment is an organized seminar style work written to teach management professionals the art of coaching employees. Specifically it outlines ways in which managers can employ the technique of coaching to build employee commitment.. Kinlaw also explains that through fifteen years of experience, teaching and managing that he has developed a system that will help organizations to thrive in today's rapidly moving and highly competitive business environment.
Kinlaw contends that the role of a manager is to a large degree associated with the concept of indirect motivation rather than direct product involvement. Yet, he makes clear that the greatest challenge of management lies in the fact that although they are expected to get results through indirect ways that they cannot simply directly control the employees who's competence they are responsible for. Kinlaw believes that the discretionary time and energy that each employee controls can make the difference between success and failure of an entire organization. His book is an attempt to demonstrate ways that, through coaching a manager might engender a commitment from employees that would help them produce superior work, with their discretionary time.
Each chapter defines a particular aspect of the process beginning with "Building Commitment." Chapter one defines commitment and then gives...
Then it shows how coaching can be utilized effectively to build commitment. Chapter two gives a clearer definition of coaching and further dissects it into four major roles, counseling, mentoring, tutoring and confronting. Chapter three goes on to further explain and demonstrate the coaching process in a two step fashion with the first three roles occurring in process one, solving problems and the fourth occurring in process two. Chapter four further outlines the second process of coaching, which includes confronting. The author describes the difference between confronting and criticizing, explains how some managers make confrontation harder than it needs to be and then the two processes are compared to one another. Chapter five is the summation of the book and explains the positive role of successful coaching in good management practices.
Though this book does not deal specifically with marketing there are two reasons why it was chosen for this review. Firstly, superior management practices create a marketable business regardless of the product and secondly, many management training techniques can also overlap into the marketing of a service or product. Coaching for commitment can assist an organization indirectly by building an organization that provides a product that is strong and a style that ensures success and builds satisfaction internally and externally. This style can also encourage a style of…
Works Cited
Kinlaw, Dennis C. Coaching for Commitment: Managerial Strategies for Obtaining
Superior Performance, San Diego, CA: Pfeiffer & Co.
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