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Cont e nt s 0 2 MessagefromtheEditor 0 3 CoachingtheInnerGametoPalytheOpponentinYourHead 0 7 WhyEveryEntrepreneurShouldHaveVirtualSupport 0 9 TheArtofBusinessWar 1 1 PublishtoFlourish 1 5 AcveListening,ReachingUnderstanding,BeingUnderstood 1 7 HowDoYouStartYourBusinessWeek? 1 7
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Coaching The Inner Game To Play The Opponent in Your Head By Julia Menaul
So, do you fancy Andy Murray’s chances at Wimbledon this year? Andy Murray has certainly become a fantastic player in the last few years, which people put down to him working with exChampion, Ivan Lendl as his coach.
important, it is the strength of the relationship between the coach and the player that will make the partnership work.”
Following the split with Lendl, Murray has now chosen to work with another strong woman as his coach (his mum was the first). Amelie Mauresmo brings with her the experience of two Grand Slam titles and the world number one ranking. Who knows how this will affect his game.
It’s funny how we completely accept that a great athlete requires a coach. We know they already have the necessary skills to play the top level, but that they want to be better.
But as six-time Wimbledon champion Billie Jean King points out:
The field of corporate coaching has used many elements from sport’s coaching for a long time. Including the concept of the ‘Inner Game’.
“It is not the gender of the coach that is
For many coaches not trained to work
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with the psychological dimensions that arise in their coaching client work, then it is useful to learn more about helping people in all walks of life to improve their inner game in order to get a better outer game. How does this method for the development of personal and professional excellence work?
What is the ‘Inner Game’? The professional tennis player and coach Tim Gallwey published The Inner Game of Tennis in 1974. This book set out a radically different method for coaching. Gallwey realised through his work with tennis students that traditional coaching wasn’t that helpful because it was based upon a judgemental dialogue about the right and wrong way to do something. He introduced us to the idea of ‘Self 1’ and ‘Self 2’.
Self 1 Self 1 is often critical and controlling and is the voice in our heads that interferes with our performance by running a constant critical commentary. This commentary has usually come about from all the ‘shoulds’, ‘oughts’ and rules that we have absorbed from parents, teachers, figures of authority , and in Tim’s case, tennis coaches. The Self 1 critical voice creates fears and doubts and gets in the way of Self 2.
Self 2 Self 2 is the natural ‘you’ (the ‘you’ as a child often), which is creative, high performing and intuitively knows what to do. This judgemental dialogue between Self 1 and 2 interferes with our natural capacity to learn from experience. It’s like having a very negative monkey on your shoulder. Gallwey created an equation to highlight this:
Performance = Potential minus Interference If we can become self-aware enough to identify what the interference for us is – e.g. self-doubt, perfectionism, trying to impress, anger, boredom – then we have greater chance of releasing our learning potential and aiding performance.
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So as performance coaches in a work setting, we help people most by working with the inner game first such as beliefs, emotions, hopes, desires, psychological defences before focussing on their outer game such as roles, events, deadlines, tasks. This is the main reason that professional athletes who are already at the top of their game, set great store by coaches. Their coach is operating as a sports psychologist in the broadest sense to help them be mentally strong. Many athletes talk about winning the game in their head and know that how they react emotionally during the game and make or break their day. The British No 1 appeared to be suffering a degree of inner turmoil, which is hardly surprising when he parted with Ivan Lendl three months ago, a coach who changed his life. Amelie Mauresmo, is already quoted as saying she thinks Murray picked her in order to focus on the emotional elements of his game. For his part he is clear in his mind that this is the way forward. “I’ve always had a strong female influence in my career. With my mum especially she listened extremely well and that’s something I needed right now.”
learning new techniques to counter his inner monkey and hang onto his Wimbledon crown.
About the Author
Julia Menaul BA (Psychol), FCIPD, FITOL, MAC Career Coach, Executive Coach and Coach Mentor Supervisor Experienced executive coach, career coach and coach mentor supervisor, Specialist in Learning and Development of people and the organisations they work for. With over 20 years’ experience and a whole host of coaching and training qualifications, she bases her success, and the success of her clients, on my ability to tap into people’s hidden potential and reveal it. Helping them to become confident and effective leaders, managers and coaches. www.sparkcoachingandtraining.co.uk
So it remains to be seen whether Andy Murray, with his new coach, will be
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Why Every Start-Up Entrepreneur Should Have Virtual Support By Valerie Eaton
Establishing a new company can be hard work especially if you are attempting to do everything on your own. While being the sole director allows you to manage and oversee these start-up phases, you can end up doing a poorer job as a result. After all, you may spread yourself too thin having to allocate time to too many jobs. To help you prioritise your schedule while still getting everything done, we’d recommend hiring some sort of virtual support for the following reasons. Reduced Costs and Effort First of all, outsourcing tasks such as message taking, data entry and copywriting is much more affordable than hiring full-time staff to do the same job. While the wages may be more per hour, you’ll only have to pay your assistant for the time they work. Outside of this, they won’t cost you a penny! You will also free up your time so you can focus on more important areas of your startup. Hiring some virtual support to take care of the menial corporate tasks will then leave you with additional time to work on finding leads, working for clients and promoting your
new business. These areas are the real money bringers and should be your top priorities! Decreased Office Space Since you’re establishing a commercial startup, you probably won’t want to spend a lot of money on rent. The virtual PA helps you lower your lease costs by giving you a variety of business services without the need for an extra desk at your office. Thus, you can still hold onto that small but cosy workplace and expand your staff at the same time. They will also provide their own equipment, saving you from having to buy and store this extra gear in your office! Added Project Flexibility When running a business, you never know what will arise especially since you’re just starting. Hiring a virtual assistant will give you added flexibility in dealing with a range of situations. To give you an idea of exactly what we mean, here are some examples in which you may find yourself in a pickle: There may be a need to work after hours on
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an urgent client project Potential customers may phone your closed office on the weekend You may suddenly find yourself with too many incoming calls to cope While you could bring in additional staff to handle these matters, the overtime wages can be downright costly. Instead, you can hire some virtual support to take care of all unexpected matters without costing you a fortune in the process. No Taxes and Benefits Lastly, it’s important to remember that these outsourced assistants are working for you on a contractual basis. Since they are not fulltime staff members, you will find that you do not need to pay virtual PAs business taxes or corporate benefits such as insurance, sick
pay or holiday time. Thus, you’ll gain all of the advantages of more permanent employees without the need to cover all of these financial obligations at the same time. As a start-up entrepreneur, this bottom line benefit is important as it provides you with more capital during these early stages. As you can see, establishing your new business with the assistance of an external assistant is a smart idea. Not only will you free up your time and reduce the effort required but you will also bring in a host of financial bonuses simultaneously. As a business savvy entrepreneur, you should make it your top priority to seek out one of these qualified local professionals as soon as possible! The rewards that you get will make this step completely worthwhile.
Valerie is the founder and owner of Smart VA which provides virtual PA and online marketing support to busy entrepreneurs who want to become more organised and effective in their day to day activities. As well as handling the back office administration for clients, Valerie specialises in providing online marketing services to entrepreneurs who are looking to raise their online profile and generate more leads for their business. These services include setting up and managing email marketing campaigns, maintaining and updating WordPress websites and formatting and publishing Ebooks. Valerie has featured on The Guardian Small Business Network with an article on the techniques and strategies that she has used to successfully market her business both online and offline. Based in London, Valerie works with established small businesses in the UK and USA who are looking to remove the stress from their workload and have more time to focus on what’s important to build a profitable and successful business. www.smartva.co.uk
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THE ART OF WAR by Sun Tzu is an effective summary of the productive military strategies accredited to this Chinese general and tactician. (This is not a book review so please stay with me as we get to the purpose of this article.) Prominent business schools and leaders often refer to this text because business is likened to war, therefore, military strategies must be applied to overcome your enemy. The emphasis is on conquering your opponent and /or eliminating the competition to improve your market share. These notions are understandable because a business is primarily run to make financial profit. However ethical your product, however clear your social responsibility, however noble your goals: it eventually comes down to the practical bottom line i.e. making some money. Being aware of the competition is necessary alongside
knowledge of the market and creating new trends via research & development. All of these practical considerations contribute to maintaining a viable business model. There is also room for something else: a paradigm shift and new narrative. A fundamental shift in the approach to your business means you will always bring something unique to your industry. How? By constantly assessing your effectiveness. The notion of working hard is highly overrated and often presented as the de facto justification for a lack of results. Imagine this scenario: a group of 5 people aim to move bench 1 mile in 1 hour. 2 hours have elapsed with no movement on the bench. They pushed and worked hard but no result. Could they have hired a crane, truck or other device to move it? This simple example is not to insult your intelligence or exaggerate the point. It’s to bring home how beneficial it is to be
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effective and strategic in getting the results you intend. Sun Tzu’s ideas are still relevant in business because they evolved from his willingness to review the effectiveness of his manoeuvers. There is more value in working smart than in working hard. Breaking the cycle of simply working hard may involve things like: • Delegating jobs to competent people in your circle/business. If you are a very small business owner then reach out to someone with the expertise you seek – it may be the beginning of productive future joint ventures. • Keep abreast of developments in your industry via specialist websites, member’s only groups and news updates etc. • Attend useful events. It’s not simply whom you know but who knows you plus
where they see you on social media. • Periodically review your progress and implement checks & balances to measure your progress. The art of business war is the art of effectiveness. Clients and service users take you more seriously when you under promise then over deliver because they know you have integrity and adhere to your core values. There is a global market awaiting your product, ready to receive your talent and willing to offer monetary appreciation in abundance. People love doing business with those they trust, believe in or know of and this is why effective advertising works. After all, you are the best advert for your brand in every way imaginable!
About the Author Malik Muhammad (be-motiv8d.com) focuses on providing people with the tools to feel empowered to achieve their goals in a specified time and motivates them to overcome major obstacles. His expertise is based on applying the 8 Principles of Self Empowerment that are guaranteed to help people be successful, see returns on their investments and make measurable progress. Malik is a motivational speaker, radio presenter and author of Empower yourself to Succeed. He was raised and educated in Jamaica, read law in London and enjoys quad biking. www.be-motiv8d.com
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Publish to Flourish By Alison Jones
How writing a book can help you own your niche and build your business ‘If there’s a book that you want to read, but it hasn’t been written yet, then you must write it.’
Publishing a book has never been easier. Writing a good book is as hard as it ever was. But if you’re willing to put in the work, and if you have the right team around you, the rewards can be transformative: increased professional visibility and status, new clients, new opportunities such as speaking or training, and of course a useful passive revenue stream, not to mention the sheer thrill of holding a book with your name on it. It has to be the right book, for the right reason. There may well be a novel in you, but unless you simply can’t hold it in I’d recommend you keep it there. It’ll be a nice project to look forward to in retirement. Right now there’s work to do to build your business: there are people out there who need your expertise and
don’t yet know you exist, and your book is how they’re going to discover you. When I work with clients who want to publish, they often have a very clear idea of the book they plan to write. Sometimes they’ve started writing it, but they’ve run out of steam and lost direction. My preferred approach is to start right at the beginning: before we think about the book, let’s look at the business.
Step 1: clarify your business strategy This is pure old-school coaching of course:
what’s the vision for the business, what differentiates it from its competitors, where is the key market, what are the blockers and enablers, and what’s the action plan to get from where we are now to where we want
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to be? Once you’re clear about that, it’s time to translate your vision for the business into your message to the market, remembering that your book will be the crowning piece but not the whole edifice.
Step 2: craft your message to the market Once you’re clear on your ideal customers, you can identify how best to reach them. Where do they hang out online and off? What are their needs? How can you get alongside them and make them aware of who you are and how you can help them? What’s the brand essence that consistently establishes your unique identity? How will this be reinforced by all the elements of your presence - tagline, colours, logo, even the way staff answer the phone? Alongside traditional marketing such as ads I recommend building up a stream of content. The beauty of content marketing is that it doesn’t interrupt customers, they come looking for it, or have it shared with them by peers, so they are in a receptive mood when they read it. And when they find it they see you as a source of information - or even, if you’re really good, inspiration - which means that you’re the person they're going to think of first when they need services like those you offer. Whether it’s your own blog, guest articles for others’ blogs, a white paper on your website, a Facebook page or Twitter feed of tips, or a , well-written, informed content on subjects your potential customers care about builds a platform which creates a following which generates business. A blog in particular can also serve as a starting point for the more sustained work involved in writing the book:
the most popular blogs, the search terms that lead people to you, the comments and questions from engaged users, are all valuable tools when you come to….
Step 3: plan your book Now, and only now, do we come back to the idea of the book. All that strategic work and content planning culminates in the ‘hook’ for your book - the central premise that complements your brand essence. Now you can articulate what’s distinctive about you and your business, your philosophy, techniques or experience, clear about not only the value you’re giving to readers but also the purpose of the book for building your business. With that central purpose clear, it’s usually a relatively straightforward job to identify what needs to be included and mind map how to structure the chapters. From there all that’s needed is simply to…
Step 4: write your book And that’s a whole new article. But let’s just say the writing needs to come from a place of
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love and generosity: if you’re not passionate about what you’re writing, you can’t expect your readers to be excited about reading it. Don’t worry too much about the style - a good copy-editor or even (if you feel the need) a ghost-writer can help here - but focus on providing interesting, useful content and speaking in your authentic voice to build a relationship with your readers. You don’t need to wait until the book’s published to find out what people think of it. Use your existing followers and customers to road-test the content as you write it, encourage them to make suggestions, share
it, give their feedback. Not only will you write a better book by engaging the very people it’s intended for in the process, you’ll build a collaborative excitement about the book in advance, so that when it’s published those who contributed (especially if they’re in the acknowledgements!) will promote it far and wide. They’ll also be your first customers (especially if you offer them a discount), and the most likely to post favourable reviews. But, but, but… Here are a few of the most common problems and worries I hear from business owners thinking about writing a book: I don’t want to give too much away Unless your business is based on a very simple, easily copied premise, this is almost certainly not a problem. If you happen to be the boss of Coca Cola, then yes, probably don’t put the recipe in a book. Otherwise, the more valuable the content you share with your readers, the more highly they will value your expertise and the more likely they will be to think of you
when they need more information or specific services in your area. One client of mine realised during coaching that she’d been holding back from creating content because she feared it would devalue the work she did for her existing customers: when we examined this, she saw that the value to her customers was in the specific way she applied her expertise to solve their problems. Sharing generic tips and tricks in no way devalued this, in fact she found her existing customers not only welcomed the additional content, they valued her input more when they saw her as a respected authority in the field rather than simply a service provider. I haven’t got time This is the issue with which I have most sympathy. You’re already working every waking hour on the business - how on earth can you be expected to find time to write a masterpiece too? Well, maybe you can’t, but there are a few ways around this (although none of them will take ALL the work off you - it is your book, after all). Ghostwriters and transcribers can help, as can sympathetic friends and relations or keen interns. Two of my clients have simply taken a sabbatical to write, putting aside two weeks in one case, two months in the other, to focus exclusively on getting the thing done. Others take the Trollope approach, setting aside a certain amount of time every morning to write in a workmanlike way, whether the mood takes them or not. Whatever works for you is fine, and you’ll only find out by experimenting. Sharing content as you write (as outlined above) can be a great stimulus to complete the work, and a good
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coach will not only keep you on track, but help you clarify and evolve your thinking along the way. I can’t write well That’s OK. This is why God invented ghostwriters and copy-editors.
Step 5: publish the book It’s possible to entirely self-publish your book, if you have the time and energy. But you may not make a very good job of it. If this is intended to build your business and reflect well on your brand it needs to be professional and polished, which means you need professional input from (at the very least) a designer and a copy-editor. If you’re planning to make the book available in print you will also need the skills of a typesetter - this is less important for ebooks, which are designed to reflow as necessary to fit the screen on which they’re being read. Find a publisher you trust and who gets your vision for the book: you are paying for their services, so you should have full control over the price, cover and text design, and approval of any promotional copy they create. Make sure they assign an ISBN (separate ISBNs for print and ebook versions) and that they will distribute your book via all the main channels: Kindle, Nook, Kobo and iTunes for ebooks, and Amazon at least for print, ideally also via a distributor such as Gardners to reach other online retailers and high street bookshops. Check their terms and conditions carefully too: you should retain the rights and the lion’s share of revenues (the opposite to traditional publishing agreements). Find out up front how
much they will charge for any print copies you buy yourself. Promoting your self-published book will be largely down to you - but then it often is for traditionally published books too. I offer a range of PR services, but you should also use every channel at your disposal: your blog, email signature, newsletter, social media, speaking engagements, you name it. If you’ve worked through the steps above, your day-today business activities will be packed with opportunities to promote your book, and your book will create opportunities for more business activities. And that’s when the magic happens.
About the Author Alison Jones, MBA has pioneered digital publishing and publishing innovation over a 22-year career in traditional publishing, most recently at Palgrave Macmillan as Director of Innovation Strategy. In April 2014 she left Macmillan to set up her own coaching, content marketing and publishing consultancy, helping small businesses and entrepreneurs create content and books strategically aligned with their business goals. As both a traditionally and self-published author herself, she champions author-centric publishing of reader-centric content. Find out more here – www.alisonjones.com.
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Active Listening, Reaching Understanding, Being Understood By John Wade
Communication is a two-way thing; yet many want to speak more than they hear. And whilst listening effectively is a crucial element, so few get it right. Even though two ears and one mouth implies we ought to take in more information than we give out, most of us don’t.
Our view is that there are four types of listener:
Sadly recently, I was watching an old lady and her daughter out drinking coffee, I saw the old lady talking and desperately seeking her daughter's eye, although the younger woman was engrossed with her phone.
Those who hear and don't listen; like our aforementioned daughter, missing the intent of the message. Without good interpretation, responses become meaningless and possibly dangerous. Many find they have agreed to something unpleasant or unacceptable by agreeing to what has been 'heard'?
Occasionally she'd murmur "yeah" and "really?" Finally, the old lady stopped talking and disconsolately sipped her drink. The daughter eventually noticed. "You've stopped talking", she said. "Well, dear, you weren't listening" came the reply. And despite her protestations, the daughter was only hearing, not listening. There's a difference. Hearing is 'the faculty of perceiving sounds'. It's about monitoring background noise until something grabs your attention. Altogether different to listening. Listening is paying attention – intensely concentrating on the information being imparted.
Those who actually just don't; and often aren't even aware of others trying to contribute. They hear only their own voice, disregarding the views of others. They're rude...
Those who simply listen; who pay attention only to the extent of listening to reply, or rebuff the words they've heard. We've seen people violently agreeing to something and if they'd actively listened, they'd have understood more and sooner, meaning more time saved and a deeper understanding. Finally, those who 'actively listen'. With complete attention, understanding the meaning and emotion of words, assessing their value objectively and without prejudice. Only when they understand will they respond,
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having listened to understand the speaker. People feel valued and trusting when others listen.
to avoid misunderstanding. If you're right, they'll be delighted you were paying attention. It makes people feel good.
We have five tips to better listening:
Then, and only then, respond. Start with empathy. Reflection, empathy and understanding make others more likely to want to get involved. You've shown that you've listened. You'll get their attention. You'll lead the conversation.
Stop being distracted and concentrate. Closing your laptop or putting your phone away subliminally says you are prepared to listen. It actually takes less time, with less need for further explanation or putting mistakes right. Show you're listening and paraphrase. Remember that listening isn't just words, which can be as low as 7% of the overall message. Watch their body language; look out for reactions to words and tones. There are many signs when you listening properly. Refrain from responding immediately. Of course you'll want to respond, especially if you're a leader or manager or have positional power. Yet the very act of thinking about responding takes your attention away. You'll have the chance to respond and the time to think about your reactions - see below. Ask questions to gain and show a need to understand the speaker. Restate what you heard and if you're wrong, they'll be pleased
Try it. Most people are nervous that they won't get a word in edgeways. So many people want to have their say and will often and some continually - interrupt. There's no doubt it's frustrating, but ultimately rewarding, as this approach gains attention and gives you a platform. "Empty vessels make the most noise!" For a demonstration of how we listen to clients, before working out their real issues are with them and to see active listening in action - simply ping over an email or call us on 08448 484853. We'll be listening out for you which is more than the old lady got. And just what she wanted.
John Wade has worked in leadership positions in the professional and financial services sectors for over thirty years. His experience includes helping legal and professional service firms set and implement strategic and business plans; facilitating workshops and seminars; coaching and mentoring staff and Partners into better performance and through conflicts and team-building; managing projects and process improvements; and implementing compliance based regimes. He speaks and trains on leadership and management programmes – and also about his passion for photography and motorbikes, although not at the same time! http://www.occm.co.uk/
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How Do You Start Your Business Week? By Neelam Meetcha
Once Wednesday hits me, I’m already moving into my weekend. I choose to work three days a week and spend the rest of the week with my family, reading, going out for meals and doing the things I love to do. Once Monday morning hits me, I’m ready and fully nourished for the week ahead. There’s one thing I never miss on a Monday morning and that’s my 45 minute strategy call with my Coach. I can say that very confidently…. yes I pay a Coach a lot of money to keep my ideas flowing, someone to bounce my ideas off and to keep me accountable – I’m totally honest and open about investing in my business and my future so that I can give nothing less than the best to my clients. Business can be a lonely place and when the going gets tough (as it does for all of us) you need to be able to reach out to a trusted person, someone who can assist you to find the answers within yourself. You have a higher purpose, you have a reason for doing what you do, money is not the goal. What is your higher purpose? What are you trying to achieve? What level of expertise are you working at in order to reach
About Neelam Meetcha I am a Creative, Speaker, Coach, Mother, Wife, Blogger, TV Media Guest Expert & Poet. I’m loving my job, running my own businesses and blessed to have the opportunity to work from my cosy home office. U.K based entrepreneur an acclaimed expert within the creative industry. Founder of Become An Expert NOW™ Coaching as well as the Creative Director of giftwrapping services company All Occasions Gift Wrap, the go-to expert for others looking to turn their interests and skills into marketable products and services.
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There are three things you must do to get to your goal….
move toward those expected negative outcomes. Reinforcing a negative belief is the only option when unconsciously decisions are made.
1. Claim your expertise – once you claim your expertise you will start receiving information from every angle on what to do next
Take control of your conscious choices, you MUST step out of your comfort zone if you really want to feel success and a life that you want to live.
your goals?
2. Find a person/coach/expert that you can turn to, for advice and next steps (investing in yourself now = a fulfilled future) 3. Always stay ahead of your clients and prospects – ask them what they want and create it! Don’t allow your influenced subconscious mind take control of your conscious mind every time you step out of your comfort zone. In the past I played safe in fact I played safe for almost 25 years, my parents always taught me to invest in my future, save money, don’t overspend and don’t take risks!
What’s your big goal or life that you’ve only dreamed of? Make that become a reality today, it’s your choice, it’s your life. I love my work, I love my life & I love to know how I can assist you. Book a 15 minute consult and let’s see how I can assist you in increasing your expertise and growing your business - See more at: http://neelammeetcha.com
Neelam Meetcha
As much as I agree with their beliefs, these were not my beliefs – I invested in my future, saved money, never spent on luxuries and never took risks – and never felt fulfilled! Every time I stepped out of my comfort zone, my subconscious mind kept overriding everything I wanted to do. I was full of limiting beliefs and standing in my own way, I had been programmed from a young age and my subconscious controlled me. When you move out of your comfort zone you will naturally make choices that
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