I have been working as a business coach and mentor for nearly a decade. In truth, I was probably practicing the profession long before that without realising it.

I really enjoy the work. Primarily operating with small and medium-sized operations, it is immensely gratifying to see CEOs change how they think, sales pick up considerably, bank balances move into the black and much more. Only this week, I watched as the owner of a 25-person manufacturing operation initiated a new marketing strategy, which should have a direct positive impact on the bottom line in the financial statements. Three months ago, this movement forward had been just a remote possibility.

I recently read an interesting blog called “overcoming the common toughest coaching challenges“. Available from the Harvard Business Review and featuring case studies, I was specifically struck by the last few lines:

Coaching is meant to be about positive change……. Of course, you will run into tricky circumstances, but remember that worrying or focusing on those challenges won’t move you, or your direct report, forward. Make room for the change you want to see.

Much of my work takes place with in Israel, around the Jerusalem region. Now this is no easy market. It is very common in the first meeting for people to sit there, arms folded, starring pointedly straight at you. The body language is oozing ” you think you know better than me – I’ll show ya!”

And every time, I love the challenge from scratch. There are a few tricks that I have learnt over the years.

• Never be flustered by the opening bravado.
• Early on, find a gentle way to point out that you do not necessarily know better than the client, but……
• ….but also allure to the fact that you have many other skills to offer that will compliment their knowledge. I rarely reveal the secrets in the first few sessions.
• Just as they are launching in to an ‘I know it all’ lecture, challenge one of the initial so-called statements. More often than not, the ‘fact’ is merely the ‘expressed hope for the future’.

Yesterday, I was having a coffee with a friend in the holy city. Before I knew it, I was putting on my mentoring work hat. As he spilled out some of his salient issues and responded to my questions, it was fascinating to observe the changes in his approach. Business coaching can be an enormously satisfying and gratifying profession.