Сегодня я хочу отдать должное вездесущей формуле GROW в коучинге.

Как известно, формула GROW предложена Дж. Уитмором и предполагают определенную последовательность постановки коучинговых вопросов.

В аббревиатуре GROW:

Goal — это цель клиента
Сюда входят все вопросы для прояснения цели и ее важности для клиента:
Чего ты хочешь?
Действительно ли ты хочешь ее достичь?
Почему она важна для тебя?
Как изменится твоя жизнь, когда ты ее достигнешь?
Как, по каким критериям ты поймешь, что достиг своей цели?

Reality — анализ реальности, текущей ситуации на момент сессии
Где ты находишься сейчас относительно своей цели?
Какими ресурсами и возможностями ты обладаешь уже сейчас?
Есть ли у тебя какие-то опасения?
Находится ли достижение цели полностью в твоих руках?
Что уже сделано для достижения цели?

Options — определение ресурсов и возможностей к достижению цели
Что поможет тебе в решении твоего вопроса?
Как ты будешь действовать?
Какие есть еще возможности и варианты?
Какое варианты тебе наиболее предпочтительны?

Will или What to Do — обозначение воли к действию или первые шаги
Что происходит с твоей мотивацией достичь цели сейчас?
Что ты выбираешь для достижения своей цели?
Каким будут твои первые шаги?
Какие есть риски?
Что может помочь тебе?

И все вполне логично:

сначала определяем цель – потом изучаем, что уже сделано для ее достижения и насколько успешно или неуспешно, – далее ищем новые возможности для достижения цели и, наконец, создаем план действий на будущее.

По данной схеме можно построить взаимодействие практически в рамках любой сессии с клиентом.
Однако ее часто недооценивают коучи-новички. Это выражается в том, что нередко при проведении коуч-сессий выпадает целая группа вопросов, посвященная изучению реальности клиента.

Как правило, коуч-новичок в сессии узнает цель клиента, выясняет ее важность для него, наилучший результат на сессию и начинает применять техники или задает вопросы, направленные на достижение результата сессии. И практически никаких вопросов на исследование реальности!

Я связываю это с несколькими причинами.

  • Во-первых, коучи-новички так хотят, чтобы клиент достиг своего результата, который он заявляет на сессию, что направляют свой взор и взор клиента в будущее, забывая о настоящем.
  • Кроме того, если вы просмотрите на большинство примеров представленных на просторах Интернета стрел коучинга, то заметите, что в них ничего не говорится об изучении того, что у клиента уже есть на данный момент, момент сессии. Как правило, на всех стрелах после раппорта и рамки результата идет создание опыта, то есть нового, будущего опыта клиента, и нет и намека на необходимость анализа опыта существующего. А ведь клиент уже, наверное, что-то делал для достижения своего результата. Возможно, что-то успешно, а что-то – не очень. И это надо знать, прежде чем искать новые возможности для решения запроса.

Стрела-Коучинга-1

slide_13

Как правило, в начале сессии я подробно изучаю цель и реальность клиента. По мне, исследование этих вопросов может занять почти все время сессии. Но пока мы не проанализируем имеющийся опыт клиента, нет смысла идти дальше. И, как правило, при анализе его опыта, того, что он делал и как, и появляются те новые возможности, которые он может использовать для достижения своей цели.

Задавайте как можно больше вопросов на прояснение реальности. Например,
– Поделись, пожалуйста, а что есть сейчас?
– А если шкалировать твой результат по 10-балльной шкале, где ты сейчас относительно десятки? Что есть на эту цифру? Расскажи об этом!
– Как ты добился того, что есть сейчас? Что тебе помогало? А что мешало? и т.д.

И только после того, как мы поймем, что есть у клиента на данный момент, мы можем идти дальше в исследование новых возможностей.

Blog Comments

Спасибо, отличная статья.

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