Smart Boss

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Laser-focused and timely distillations of what's working now in leadership.

What to Look for in an Executive Coach

These days, there’s a lot of money being spent on Executive Coaching. You might hear these statements when:

An executive underperforms – “Spend what it takes, get him a coach!”

Another executive leaves without having done a succession plan – “Maybe a coach can help her subordinate step up. We can’t sit idly by and watch performance fall!”

There’s a buy out – and the old ways of operating won’t work for the new shareholders.  “They want a professionally-run organization that will drive EBITDA – perhaps a coach can help with that.”

These are all logical and appropriate times to consider coaching.  But how do you find a coach that will be worth your investment?

There are certification programs for coaches – but nothing that’s generally agreed-upon as being the best credential.

I’d submit that the best people to coach executives are those who have been executives – not just psychologists or consultants. And you’ll want a coach who has a solid underpinning in all aspects of business – not a short track record of success in a limited role.

The best coaches are people who know the pressure of being responsible for a P&L, of hiring and firing, of engaging a team and getting them to do some of their best thinking and make their best effort, of communicating a vision and enrolling a team in pursuing it.

And the best coaches are people who have done all this successfully, and who can appreciate that other people may have a completely different leadership style, but also be able to create great results.

Above all, a good executive coach is a great listener who can help an executive see him- or herself more clearly. It’s someone who can point out the patterns of behavior that keep occurring, that seem to work against the executive growing, changing, and becoming more successful in creating the results sought.

Look for a coach who can listen without judging, and help the person coached by sharing the burden of their responsibilities, their frustration or their sense of overwhelm, and help them sort that out into something that feels easier to bear.

A great coach ought to have a point of view, and be able to keep up her or his end of the conversation. They ought to realize that some of the greatest value they can provide is simply getting an executive to admit what he or she wants – and then holding his or her feet to the fire to do the pieces of activity that lead up to the achievement of that desire.

But more than that, a coach ought to be a person who can like the person who’s being coached – who can appreciate what he or she has been through, and who can acknowledge his or her successes while encouraging movement and progress. I’ve been accused of “loving people” into a better performance, and I don’t think that’s too far from the truth; I don’t coach people whom I can’t admire, whose uniqueness I am unable to appreciate, and whom I can’t enjoy being with.

A great coach ought to work with the person coached to determine a set of goals, and the coach should have input to that process, identifying both short- and long-term goals that make sense, with benchmarks along the way so progress—or lack of it—is clear. 

And a great coach ought to be accountable – both to the person coached, and to the person who brought the coach into the organization.  Expect regular updates, and look for a coach who both cares deeply, and believes that the coach’s success depends heavily, if not completely, on the success of the person coached.

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Lessons from My Firewalking Experience

Many of us live lives constrained by beliefs that we can’t do things. I’d like to look at those constraining beliefs from a different perspective.

Have you ever heard of FIREWALKING? It’s just what it sounds like: walking on fire.

I’ve done it.

My daughter and I attended a seminar that offered an optional firewalk. Here’s that story:

We arrived at the seminar on a Friday at about 5:30 p.m., and by midnight that same day, incredibly, we went outside for firewalking. My daughter Lindsay had told me that she’d love to go to the seminar with me, but didn’t want to firewalk. I said that was fine, just don’t do it—”they won’t force you to do anything, honey.”

As we were getting ready to go out to the firewalk area, one of the organizers said, “Has everyone signed his or her insurance waiver? If you haven’t signed your insurance waiver, raise your hand.”

Lindsay raised her hand.

He said, “Why didn’t you sign your insurance waiver?”

And she replied, “Because I’m not going to do the firewalk.”

And he shot back, “That’s okay. Will you please sign it in case you change your mind?”

She signed it.

Then we were heading for the doors, and they asked us to roll up our trousers, because “you can control your body, but you can’t control your trousers!”

Lindsay, of course, didn’t do that either.

As we were walking out, she was asked, “Why didn’t you roll up your trousers?”

And, you guessed it, she said, “Because I’m not going to do the firewalk.”

And they said, “Okay. Would you please roll them up anyway, though, in case you change your mind?”

She did. We made a restroom stop on the way out, so we were the last to arrive in the firewalk area. It was dark—lit only by giant bonfires from which hot coals were being shoveled out, and placed on the “firewalk paths,” which were 10-to-fifteen feet long—just beds of hot, glowing coals.

We got separated—you don’t do this exercise with your friends or family.

There were, maybe, ten lines of people waiting to firewalk. It’s dark, I’m at the back of my line, and I’m thinking, “Now, wait a minute. Does this make sense? Lindsay might get hurt! But she’s not going to do this. It’s me who’s considering it. This doesn’t make sense! Why risk burning my feet—how am I going to run through airports all the time, as I do, if my feet are all burned?

This could be a disaster!”

Then, as the line slowly moved forward, I noticed a number of people got to the front of the line, and suddenly there were people on either side of them speaking directly into their ears, and then they would turn and walk back to the hotel—no firewalk.

Okay, so it’s an option right up to the last minute: one doesn’t have to do this. It’s dark—who even notices who firewalks and who doesn’t?

As the line moved a bit more, I started thinking, why would anyone do this? It’s a risk, and there could be serious injuries! There are ambulances ringing this entire scene, I can see them in the glow of the bonfires. Why take a chance?

Then, as the line moved a bit more: What would it mean to me if I actually did this? They’ve told us that, if you’ve ever burned your finger on the stove, if the stove was on “high” at the time, you probably experienced 600 to 650 degrees Fahrenheit. And you were burned in a split second. These burning coals are between 1,700 and 2,200 degrees Fahrenheit.

And you’re not just touching them for a split second; you’re walking across them. And there’s no running. This is about concentration, so you can’t run, because if you do you might fall, and when you fall you’ll lose your concentration and you really will be burned. You have to walk deliberately.

Hmm…so if I did this, it would mean that a lot of other things in life I’ve told myself I cannot do, I probably can. It would cause me to question, really, everything—if I can do this massively illogical thing and walk, in my bare feet, across 2,000 degree burning coals, and be uninjured, well, then, most anything is possible. It will be very hard for me to say “I can’t do that” about anything, ever again.

I started to get pumped up. Now I’m very near the front of the line. I notice the person who is two people in front of me chooses to walk back to the hotel—no firewalk. Then the guy in front of me gets talked to for a long time.

They’re standing there, talking to him, talking to him ... and I’m thinking and thinking ... about what we had been told is the proper attitude for walking across these coals. I am fascinated by this! And what little rationality I have left says, “If everyone who did this got burned, the seminar people would be out of business!”

I honestly cannot remember what the guy in front of me did. I was locked in my own mind. But suddenly he was gone. I stepped forward, and noticed that there was a guy at the far end of the bed of hot coals—I hadn’t seen him before in the dark. And he took one look at my face and said “Go!”

And I started walking. It was only warm. I kept my mind focused on the thoughts we had been taught to hold, and I walked right across. Suddenly there were people holding me under each of my arms, shouting in my ears “WIPE YOUR FEET!” (That’s because you really don’t know that you’re off the coals, and when you break your concentration, if there are hot coals between your toes, you will get burned. So they tell you to wipe your feet on the cool grass. Which I did.)

I realized I’d done it. And my first thought was “Where’s Lindsay?”

Suddenly she emerged from the crowd, running toward me. “Mommy, I did it!”

I shouted, “Really? Let me see your feet!”

And I held her little feet in my hands, and found only one sort-of-red spot. Nothing of any significance. She said, “Mommy, I know when I got that. I got halfway across, and I thought, God, what am I doing? Then I went right back to thinking what we were taught to think!”

It was amazing! I had had no thought that Lindsay would actually participate, but she did, and she learned something I wish I’d known at the tender age of eighteen: we are capable of much more than we think.

It was a great experience.

I share this with you as input to your thought process. You can do many amazing things, or you can choose to be limited by what you’ve done before or what logically seems to be impossible for you.

The choice is yours.

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Doing What You Say You Will Do

In my experience, about 90% of people don’t really do what they say they’re going to do. And that problem gets them into a raft of trouble.

About 25 years ago I took a weekend class that changed my life. It was one of those “learn-about how-you-operate-in-the-world” self-actualization classes. I remember being in Los Angeles, in the ballroom of a big hotel, with about 250 other people.

I’d gone to this class because my best friend insisted that I needed to. It really didn’t interest me. And that was especially true on the first night of the class, when the instructor said, “Before we begin, it’s important that we set the Ground Rules for the class. I have several Ground Rules here. I’m going to read them, one at a time, and then ask, for each one, if there are any questions. If there are questions, I’ll answer them. Then I’ll ask whether everyone agrees with the Ground Rule, and I’ll ask you to signify your agreement with the Ground Rule by standing.”

Whew! Why not just read off the whole list?

Imagine my surprise when the first Ground Rule was, “There will be no smoking in the training room.” “Are there any questions about Ground Rule Number One?” the instructor asked.

Questions? What questions could there be? Very straightforward, wasn’t it?

The instructor peered at all 250 of us, apparently looking for questions. “No questions?” he asked. “OK, then, if you are willing to abide by Ground Rule Number One for the entire weekend class, please signify your agreement by standing.”

All 250 of us stood up.

“You may be seated. Thank you. Ground Rule Number Two is, ‘There will be no eating in the training room.’ Are there any questions?”

Straightforward? No. There were questions about this one: “I have low blood sugar and always have something to eat with me. If I feel hypoglycemic, may I eat a snack?” “Do prescription pills count as eating?” “I didn’t get to eat dinner before I came down here…”

Every question got a patient answer. The instructor kept saying, “Are there any more questions about Ground Rule Number Two?” It took forever!

And there were, I think, 13 Ground Rules! Two-and-a-half hours after the class began, we got to Ground Rule Number Thirteen, which the instructor announced this way: “You agree to return from all breaks on time. To help you, we will play this music.”

And then the theme from “2001: A Space Odyssey” began. It was a beautiful, soaring piece of music about three minutes long - and it ended with one l-o-n-g note. “You will be in the seat you’re in now before that music ends. Are there any questions about Ground Rule Number Thirteen?”

No questions, thank God. We all stood in agreement.

“All right. It’s time for our first break of the evening. It will be 15 minutes in duration.”

Relief! As we walked out into the lobby, there were lines for the bathrooms, coffee and food, and lots of conversations. I chose to speak with a fellow who was having coffee near me - a chiropractor who seemed interesting. I learned a few things about spinal health.

And then we heard it: bum ... bum … bum ... ta da! (boom, boom, boom, boom…) - the 2001 music was beginning; it was time to get back into the training room. I tossed my Styrofoam coffee cup and walked back in, choosing exactly the right row - the rows of chairs, I noticed, were very precisely placed, and very close together - and counting my way down to the eighth chair, I sat down.

The other students were trooping in, too, pushing their way down the narrow chair rows, counting seats, moving toward the seats they had been sitting in - a lot of people, all moving at once.

And suddenly, there it was: the l-o-n-g note signaling the end of the music. People were shuffling past me, and in all the other chair rows, rushing to get to their seats, crawling over other people. And the instructor said, in an incredibly loud voice, “Stop! Stop right there!”

People kept moving. They were so close to those seats they’d been in ...

“I said STOP. Right now! Stop exactly where you are!”

Well, exactly where a lot of those folks were was directly in front of a seated student…very close in front of them, because those rows were so narrow. Imagine - someone’s backside is directly in your face, and he’s being told not to MOVE!

“What are you doing?” the instructor asked. We just spent two-and-a-half hours agreeing on every single one of the Ground Rules - and the first chance you get, you violate one? What’s your excuse?”

The floodgates opened. “The bathroom was so busy.” “I didn’t have time to eat.” “I had to call my kids.”

The instructor was having none of that. “Your word is worth NOTHING!” he thundered. “And if your word is no good, what do you have as a human being? NOTHING!”

I learned that day to simply keep my agreements. I still do. And if I discover that, somehow, it won’t be possible for me to keep an agreement I’ve made, I contact the person who will be affected by that before the deadline, in order to renegotiate the agreement. It’s a way of life for me!

When I am asked the basic principles that I’ve operated on in my professional life or the keys to my success, I usually mention, “Do what I say I will do.”

Do you?

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Taking Action for Career Satisfaction

How long will it take you to reach your dreams? Sometimes, it can happen faster than you’d think. Take action to move toward satisfaction.

I’d always wanted to be a radio broadcaster. I had a journalism degree and no experience in the media unless you count the college newspaper for which I had written some award-winning stories.

I started trying to interview for jobs at the big local radio stations in L.A., where I lived. Here’s a quick picture of how the radio business works: all the “markets” or metropolitan areas in the country have a rank. One starts at a station in a smaller market and, if one is good, one moves to a job at a station in a larger market on that ranking list. And if one is good there, one moves to a job at a station in a still larger market. One does not START in the #2 market in the country, Los Angeles!

The result? I couldn’t get work!

So I took an unpaid internship: Up at 4 a.m. every day, at the station by 5:30, writing sports stories for the morning news broadcasts, for no money. My first day on the job, the boss said, “Don’t have any illusions. You won’t be on the air here. You’re not union, for one thing, and this is a union station. Just write the sports.”

I was on the air in seven weeks.

How? I just figured out what the station needed! Every day from 6 until 10 a.m., the morning show had news on the hour and on the half-hour. The station wanted listeners to keep us on all morning, so we would air segments of a feature story every half-hour, promoting them regularly: “At 8 o’clock, we’ll have more about the psychological impact of the colors you have around you in your living and working spaces!”

It was challenging for the reporter in charge to come up with subjects five days every week that were rich enough to justify ten, two-minute segments. So I thought up topics and, after work every day, working from my office at the radio station, I’d call people and conduct telephone interviews, which I would then edit down into ten two-minute segments that always ended with, “This is Lenann McGookey reporting for K-West News!”

Imagine the program director’s surprise when I walked into his office with stacks of 10 tape cartridges, day after day, containing perfectly good feature stories – an interview with the first woman astronaut, intense questioning of the designer of a solar powered aircraft, and that bit about the psychological impact of the colors surrounding us are just a few examples – all ready to air. He didn’t like it that my name and my voice were there on every recording, but he couldn’t easily delete them, either.

As soon as these features went on the air, I started getting calls from other stations. After seven weeks in the internship, I was hired by KMPC, a radio station owned by Gene Autry, to be the news producer for the “Robert W. Morgan Show” every morning, as well as a full hour of news and features every morning from 5 till 6 a.m. (Great progress; I was getting paid—$10,000 a year—but had to be at the station at 3 a.m.!)

KMPC was great, but I wanted to be on the air regularly, not just a producer, so I took a second job, as afternoon drive time anchor at a station called KFOX in Redondo Beach ($5,000 a year – a small non-union station).

Not long after I began that job, I finished a newscast one evening and immediately received a call in the newsroom. The caller said, “Would you like to be in big-time radio?” I replied, “Is this the movies?” And he said, “No, I’m with KHJ, and we’d like to talk with you about an on-air position here.”

Seven months from the start of my broadcasting odyssey, I was on the air five days a week, four hours a day, no nights, no weekends, no holidays, and making $45,000 to just talk. Taking action leads to satisfaction.

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Click the logos below for testimonials.


What other Smart Bosses are saying

“I just landed $300K in funding from the Department of Homeland Security's Human Factors Group – historically a very difficult customer. The customer actually gave me $75K more than what I'd asked for. Since then, I have developed a trusted advisor position with this PM. She asks my opinion on program ideas and continues to send money almost without my asking for it. I attribute this success directly … specifically to the coaching I have been getting from Lenann.”

Dr. Ann Speed
Cognitive Psychologist, Sandia National Laboratories

What other Smart Bosses are saying

“Observing the positive effects of Lenann's executive coaching with a colleague, I reached out. I was impressed after our first conversation with how well she listened -- not just to the concept I was trying to convey, but also the words I chose to describe situations. As she reflected those words back to me with insightful questioning, I began to fundamentally understand myself better and what communication tools were needed to be more effective in management and leadership. What reinforced my learnings from our sessions further were the reflections and readings after our sessions. As Lenann heard about my interest in analytics she provided me with a very detailed overview of specific degree programs that were exactly what I was interested in pursuing. This again is evidence of how carefully and deliberately Lenann listens and invests in her clients. Furthermore, dedicated to her clients, Lenann was extremely responsive and always available. I have benefitted immensely from my time with Lenann and recommend her highly for anyone who finds themselves wondering how they can grow or improve themselves professionally. I use the tools and techniques I developed with Lenann's assistance regularly. My only regret is that I could have met Lenann sooner!”

Dr. Irene Krokos
Senior Regional Medical Director, Molina Healthcare (a Fortune 500 company)

What other Smart Bosses are saying

“My partners share my high evaluation of your program and recognition of your skills. Thank you for the excellent program to help our leaders.”

Igor Rodin
(Former) Vice Chairman, Deloitte Central Europe

What other Smart Bosses are saying

“Closed 5 deals last week!! Thanks, Lenann, for your support, guidance and belief. The Game On Sales Coaching program we are doing with you keeps me sharp on the follow ups, value estimation and most importantly the closing rates!”

Jase P. Choenni
Head of Sales & Marketing, TMF GROUP BRAZIL

What other Smart Bosses are saying

“I was amazed at how perceptive Lenann is about issues (both personal and professional) that were impediments to my reaching sales goals. She helped me to understand that selling is first understanding the client's frame of reference, positioning through powerful, provocative statements, and a process of gaining agreement to next steps. Lenann demonstrated specifically how this is done in both verbal and written communications. In our consulting session, she distilled all the latest research and what's working in today's environment. What she taught me should become basic to my approach with all prospective clients. Lenann is brilliant, enthusiastic, and above all, very personable. The experience of working with Lenann was surprisingly pleasant, and gave me the confidence that I could also improve my selling abilities by following her recommendations. She is truly inspirational. I look forward to continuing my work with Lenann.”

Lisa
Wealth Management Professional, Major Financial Institution

What other Smart Bosses are saying

“The Coaching I received from Lenann was invaluable to me. My takeaways included: Learning how to understand your client as opposed to 'knowing your client' – this has made me a far better listener and more empathetic to my clients' REAL needs; Being the 'trusted advisor' as opposed to a service provider – I had an interesting experience that I would like to share with you. I was asked by a potential client to assist with a matter that I knew we did not have the 'firepower' to assist them with. In the profession, it is unheard of to admit that your competitors are ahead of you but I tried it with the client and it worked. Today, he FIRST talks to me about any assistance that he may need and does not even ask for competitor bids; Handling difficult clients. Lenann has been a great help in honing my skills in this area. I have found myself more prepared to 'walk the road' during the client's time of difficulty than before. In my business, we are supposed to be transaction-oriented since we deal with clients on a project-by-project basis. However, where I have invested the time to deal with a client's unhappiness instead of handing the matter over to my colleagues, to my surprise, the client has 'come around' to even admitting that his/her organization was the place where the fault lies – that is a major 'coup' for us since it is very seldom that a client does that. We have managed to build a sustainable business (revenues and earnings is way up on last years' and, most importantly, we have built an impressive team) under fairly trying circumstances – Lenann has played a role in enabling me to do this.”

Neven Hendricks
(Former) Partner Deloitte, United Arab Emirates

What other Smart Bosses are saying

“Here are some key things I learned from working with Lenann: 1. I like the concept of a “Challenger Salesperson.” The more interesting, engaging and informative we can be in a useful way to the client, the better. 2. I don’t spend as much time selling as I think I do. 3. The way people do business continues to change and evolve – and I have to keep my selling skills current to keep up with those changes. 4. Treat others the way they want to be treated (not necessarily how I would want to be treated if I were them). A big company we haven’t done meaningful business with in about 5 years is about to come back in a very meaningful and multi-million dollar way…”

Russ Conser
Key Account Manager, Oberthur Technologies

What other Smart Bosses are saying

“Lenann, you've been great, as always. You put me in the right direction every time we speak - you tell me to focus on the right stuff and 'build it right.' Thanks!”

Scott Price
Regional Director - Americas, Custom House Fund Services, Chicago

What other Smart Bosses are saying

“Lenann has been my coach for over 8 years now. The coaching conversations we have are worthwhile because they give me the opportunity to speak freely and honestly about the leadership challenges I am facing without fear of retaliation or negative thoughts from superiors within my organization. Her advice has often put me back on track to achieve my goals and career ambitions. The focus and accountability she provides has been extremely valuable for my success and advancement. Another unique aspect of Lenann’s coaching for me has been the female role model perspective. There are very few women throughout my career who have advanced their careers as far as Lenann has. The respect I have for her as a role model and as a professional businesswoman with a family has given me hope that I can do it all, too!”

Tina Sampson
(Former) Vice President Sales and Marketing, Gaylord National Resort & Convention Center

What other Smart Bosses are saying

“I am glad that, in addition to our Sales Training, I chose to have you sit down, one-to-one, with four of our key people. The observations you sent me about each of them are perfect and helpful, especially in cases and/or aspects which I could not put in words before, but had a feeling about.

Two of the professionals with whom you spoke continue to develop well, they are thoughtful, have considered the feedback received, and learned from it. Both have sold new engagements for us, and they are going out to sell more and more. It is nice to see how their level of confidence has increased!

Thank you again for helping me in this matter.”

Julia Varga
(Former) Managing Director, TMF Group, Hungary

What other Smart Bosses are saying

“The coaching I had with Lenann is paying off in SPADES. I’m pulling in money for other people, now. Recently I spent two hours with a prospective funder (who approached me), and followed Lenann’s selling approach (i.e., we took NO slides to the meeting and let the customer talk 95% of the time, only talking to ask questions – not to tell the customer anything about what we do). At the end of that time, I said, ‘What’s the next step?’, and the customer replied, ‘How do we send you money?’ You have to know how to conduct a conversation to make that happen – it’s 95% listening (literally!), 4% asking questions, and only 1% discussion about your content and capabilities.”

Dr. Ann Speed
PMTS, Sandia National Laboratories

What other Smart Bosses are saying

“Lenann is a very accomplished and experienced Coach, who builds her advice and coaching based on her own Executive experience. She understands the daily pressure of high level executives and through her advice is an excellent catalyst for increased productivity of her client – ultimately to the benefit of the company. She provides real value for the money, and I would any day again participate in a coaching program with Lenann given the chance.”

Claus Vorreiter Jensen
Chief Commercial Officer, Svendborg Brakes, Denmark

What other Smart Bosses are saying

“Lenann, your influence has been so positive for my career! I will never forget you. I keep close to my heart people that contribute to my growth, and you have definitely been part of my growth professionally. I hope we can always keep in touch.”

Elena Montiel
(Former) Executive of Global Business Development, TMF USA, Inc., Miami

What other Smart Bosses are saying

“Lenann was terrific! After her ‘Trust and Respect in the Workplace’ learning experience, we had the most absolute pleasant best day at work in a very long time!”

Ellen Diamond
Mark Diamond's Jewelers, Albuquerque

What other Smart Bosses are saying

“Thank you for your Sales and Closing Skills Class and follow-up program for our global team. I appreciate your response to my request for your thoughts on the

  • Selling Strengths you observed on our team
  • Selling Weaknesses you observed on our team
  • Leadership Strengths you observed on our team
  • Leadership Weaknesses you observed on our team
  • Implications of all of the above for the future of our firm, and recommendations.

I found your 5-page analysis to be succinct and immediately useful and I’ve applied the lessons there. Very valuable input!”

Koen van Weezel
(Former) Group Director, Global Sales & Marketing, TMF Group, The Netherlands

What other Smart Bosses are saying

“My prospect chose to invest $2 million today – and I say ‘Thank YOU a million, Lenann!’ I couldn’t have done it without your good sales coaching yesterday! This was especially sweet because the client had expressed an interest in a discounted up-front fee, had access to plenty of managers who don't charge those fees, and yet when I took the approach you recommended, the fee wasn’t a problem. I could not have gotten that result without your guidance, Lenann.”

Lisa
Wealth Management Professional, Major Global Financial Institution

What other Smart Bosses are saying

“Lenann is absolutely the best there is! I've heard Zig Ziglar, Tom Hopkins, all the gurus, but I felt 'Yeah, I've heard all this before.' Lenann changes people's lives – the way they work, think and are motivated. She makes a very real, and quite incredible, difference!”

Patti Roland
(Former) Vice President Sales & Marketing, Stonebridge Homes

What other Smart Bosses are saying

“My Executive Coaching experience with Lenann has helped me considerably. My judgment of the value of Lenann’s Coaching can best be seen in the fact that I have encouraged other members of my staff to work with her, and they have. I have seen improvement in them as well! I particularly appreciate all the ‘homework’ Lenann had me complete to get me to look at my leadership behaviors, and see ways in which I can improve. I find myself sharing materials Lenann gives me with members of my senior staff, so the learning is shared in our organization. Lenann is always the first person I mention when others ask about Coaching.”

Patty Kehoe
CEO, Molina Healthcare of NM (a Fortune 500 company)

What other Smart Bosses are saying

“Lenann, I am proud to say that our volume is up – this is very, very positive. And the growth is interesting; there are no signs of slowing down in the trend of huge sales increases we have seen. The key executive whom you are coaching is making strong progress! Thank you for the monthly Coaching Report you provide – it is an extremely useful, clear picture of where we are.
Looking forward to continuing to work with you”

Roberto Schianchi
Chief Executive Officer, ZOBELE HOLDING S.P.A

What other Smart Bosses are saying

“I enjoyed Sales Coaching with Lenann so much! Lenann is very good at assessing the situation -- with a couple of simple questions she gets to the bottom of things. The one-on-one nature of Lenann’s Coaching means there’s no way you can hide (as can happen in a classroom). I was continually intrigued by Lenann’s questions and constant feedback on performance…”

Wouter Plantenga
Senior VP, Head of International Structuring Americas, TMF USA, Inc., New York

What other Smart Bosses are saying

“(Lenann’s) coaching activities are very thorough, and are a part of a modern approach which makes a lot of sense. Our sales team had a great performance in this month, and I am convinced that Lenann’s (coaching) had a big influence on this result.”

Thierry Montfort
(Former) President and CEO, Heel USA

What other Smart Bosses are saying

“I feel very good about the coaching that you provided to a professional on our team. Your coaching made a critical difference. His performance was much improved after his session with you. In fact, it contributed substantially to our success last year. Thank you!”

Dr. Will Swearingen
Executive Director, TechLink

What other Smart Bosses are saying

“I attribute, easily, $10 MILLION in sales directly to learning with, and coaching from, Lenann.”

Mark Walton
(Former) Partner and Global Head of Operations Consulting, PricewaterhouseCoopers, London

What other Smart Bosses are saying

“I worked with Lenann about 5 years ago. Just this month, I once again applied what she taught me, and closed 4 of 5 proposals – over $300,000! Lenann Gardner is a combination of blazing intelligence and electrifying enthusiasm!”

Pat Davis
Vice President and Director of Consulting Services, Marketing Insights Practice, KantarHealth

What other Smart Bosses are saying

“The demands on consultants these days are immense and it's so easy to end up in a 'feast or famine' situation. When you're working an engagement with a client, it can become all encompassing. I am happy to serve as a reference for Lenann McGookey Gardner, who helped me with a Coaching program. Lenann has a very engaging personality, a person never to be forgotten. I consider the materials Lenann provided to be very useful. Most of all, Lenann's advice and tips are straightforward and readily implementable when you're engaged in demanding client engagements.”

John Corr
Director AlixPartners (A global firm of senior business and consulting professionals), Somerset, United Kingdom

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