Ce diaporama a bien été signalé.
Le téléchargement de votre SlideShare est en cours. ×

ITea&Coffee - Using coaching techniques in the business analysis work

Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité

Consultez-les par la suite

1 sur 38 Publicité

ITea&Coffee - Using coaching techniques in the business analysis work

Télécharger pour lire hors ligne

Customers mostly like the ideas that have origin in their believes, experience and habits. It is much more effective to convince the customer to some idea or solution if he/she articulates this idea/solution and then believes that we are actually following his/her concepts.
This presentation focuses on the Discovery and Elicitation tasks and techniques with special attention to methods that are related to coaching. Coaching being originally part of personal development can be also used sales and in managing customer expectation. It is often defined as “form of development in which a person called a coach supports a coachee (learner or client) in achieving a specific personal or professional goal by providing training and guidance.”. Let’s try to convience an Eskimo to buy a fridge!

Customers mostly like the ideas that have origin in their believes, experience and habits. It is much more effective to convince the customer to some idea or solution if he/she articulates this idea/solution and then believes that we are actually following his/her concepts.
This presentation focuses on the Discovery and Elicitation tasks and techniques with special attention to methods that are related to coaching. Coaching being originally part of personal development can be also used sales and in managing customer expectation. It is often defined as “form of development in which a person called a coach supports a coachee (learner or client) in achieving a specific personal or professional goal by providing training and guidance.”. Let’s try to convience an Eskimo to buy a fridge!

Publicité
Publicité

Plus De Contenu Connexe

Diaporamas pour vous (20)

Similaire à ITea&Coffee - Using coaching techniques in the business analysis work (20)

Publicité

Plus par Aneta Kołosowska (Wiśniewska) (7)

Publicité

ITea&Coffee - Using coaching techniques in the business analysis work

  1. 1. Using coaching techniques in the Business Analysis work Before we start with donuts… pizza…
  2. 2. About me Andrzej Amanowicz, Senior Business Analyst In standard IT application business since 1995. It’s not me who has chosen this pink color for the presentation template Owner of a very nice chocolate labrador. I am married and have an adult son.
  3. 3. Agenda for today Q&A
  4. 4. The story of one horse Apparently a real story from life of an American psychologist Milton Hyland Erickson. How did you know you should come here? I didn’t know. The horse just knew. I just kept his attention on the road.
  5. 5. How would you define coaching based on this story ?
  6. 6. What is coaching? 1st trial Coaching is leaving a horse in peace and let him go wherever he wants.
  7. 7. What is coaching? 2nd trial Coaching is helping horse to keep attention on the road
  8. 8. What is coaching ? Not only for horses. Coaching is a process of helping people enhance or improve their performance through reflection on how they apply a specific skill and/or knowledge Personal development approach Business Consulting and Business Analysis approach Coaching is a process of helping people enhance or improve their performance through reflection on how they apply a specific skill and/or knowledge people companies
  9. 9. BABOK a BA „bible” Available on: http://books.softserveinc.com/browse/ search?query=babok
  10. 10. Why coaching in BA ? 1. BA Planning and Monitoring 2. Elicitation and Collaboration 6. Requirements LCM 3. Strategy Analysis 4. Requirements Analysis and Design Definition 5. Solution Evaluation
  11. 11. GROW model
  12. 12. CASE study - background Vendor of ERP System having many modules. IKey Success Factor: quality of implementation. Waterfall implementation methodology. Typical project lenght: from 9 to 24 months. Consulting: Sacrified sequence of implementation. Goal for the meeting: To agree about quick win.
  13. 13. CASE study - background Highly competitive and consolidated. IIndustry customers expecting huge boom soon. It will not last forever. The price war is coming. Winners will grow. Losers will be marginalized or die. Customer value low price by high quality.
  14. 14. CASE study - background Appeared in Poland a year ago. Grew through mergers & aquisitions. Consists of a dozen of companies with many plants. Head of Polish Controlling. Reporting to PL CFO and Regional Head of Controlling. Leading team of specialists. Team plans and analyzes the company's results and costs. Gives recommendations for sales,production,marketing.. New in company = needs quick win (assumption)
  15. 15. GROW model To know exactly how much and why do we generate profits or lossesWhat is your goal? What will you achieve if you know it? I will be able to give right recommendations
  16. 16. GROW model I want to change the situation that I am not able to answer the questions of the Board as soon as they need it. What do you want to change? Why are you hoping to achieve this goal? Your sales people promised me that implementation of new central ERP system for all companies within Poland will solve all my problems. !! WARNING: Expectations Management Needed
  17. 17. GROW model It depends. Sometimes very long, even 2 weeks. How long does it take currently to answer Boards questions? Why? Each company in a group has a different IT solution. Exporting partial data to Excel sheets and consolidating it needs time. What is working well right now? We agreed with all companies in the group how the Excels with results should look like. I am really proud of it.
  18. 18. GROW model Maximum at 3, maybe even at 2... Having your goal in mind - on a scale of one to ten where are you? !! SERIOUS WARNING: Compelling Event in unrealistic time … and I need to be at 10 latest in September in order to make planning for the new fiscal year.
  19. 19. GROW model Profit Analysis Revenue Controlling Overhead Cost ControllingProduct Cost Controlling Sales & Distribution Financials & Legal Reporting Procurement & Materials Management Productions Planning & Management This is simplified picture. In reality ther more modules and dependancies are more complex. !!
  20. 20. GROW model Sales & Distribution Revenue Controlling Financials & Legal Reporting Overhead Cost Controlling Procurement & Materials Management Productions Planning & Management Product Cost Controlling Profit Analysis (PA) now September yearend !! Getting full Profitability Analysis for September not possibe due to lack of detailed real costs of production, but …
  21. 21. GROW model Sales & Distribution Revenue Controlling Financials & Legal Reporting Overhead Cost Controlling Procurement & Materials Management Productions Planning & Management Product Cost Controlling PA ‚plan’ PA ‚is’ now September yearend ..starting quicker only those part of profitablity analysis that is needed for planning, we could have a chance. If only customer gets this idea…
  22. 22. GROW model If you have to postpone for a while some functionality, what would be the options acceptable for you? Will all dimensions of the planning and analysis be known by September? If we could make planning in September but the real figures for production costs would be for a while approximated I could live with that. If we are lucky, yes.
  23. 23. GROW model What could you do in order to help luck? What else could you do? I could delegate half of my team to create the concept of profitability analysis on paper before we can setup in the system I can check how the the profitability analysis is done in other countries. Who else might you ask for help? My boss of course.
  24. 24. GROW model What would happen if you say to your boss that for a while only planning figures and part of real figures will be accurate? Our priority is the proper planning of the next fiscal year. If you ensure that all ‘is’ (real) data will be available starting from 1st of January, he could accept it. The profitability analysis of current year is anyway full of approximations
  25. 25. GROW model Seems like we find temporary work around. Do you think you can do that? As for me - yes. On the scale from 0 to 10, how good is this work around? I would say 8. This should work.
  26. 26. GROW model What are three actions you can take that would make sense this week? I can confirm our approach with my manager. Sounds like a solid plan. Let’s see you on Friday at our workshop. See you! Thank you for the meeting! I can ask my colleagues from other countries for hints. I can inform my team that they should not take vacation for the period of planning concept creation.
  27. 27. GROW model Goal Reality check, Readiness Options Opportunities Objections Way forward, (I) Will, Wrap up
  28. 28. Additional material Attributes of a good coach. Usefull questions
  29. 29. Appendix: Who is a coach ? A coach is someone who tells you what you don't want to hear, who has you see what you don't want to see, so you can be who you have always known you could be. Tom Landry
  30. 30. Appendix: Who is a coach ?
  31. 31. Appendix: Attributes of a good coach DRIVEN
  32. 32. Usefull questions (1) 1. What is your goal? (What goals of the organisation are you responsible for?) 2. What result are you trying to achieve? 3. What are your measures? 4. What do you want to achieve? 5. What would you like to happen with ______? 6. What would you like to accomplish? 7. What outcome would be ideal? 8. What do you want to change? 9. Why are you hoping to achieve this goal? 10. What would the benefits be if you achieved this goal? Based on: https://www.enotrans.org/wp-content/uploads/2017/07/Handout-GROW-Questions.pdf
  33. 33. 1. What is happening now (what, who, when, and how often)? What is the affect or result? 2. Have you already taken any steps towards your goal? 3. How would you describe what you did? 4. Where are you now in relation to your goal? 5. On a scale of one to ten where are you? 6. What has contributed to your success so far? 7. What progress have you made so far? 8. What is working well right now? 9. What is required of you? 10. Why haven't you reached that goal already? 11. What do you think is stopping you? 12. What do you think was really happening? 13. Do you know other people who have achieved that goal? 14. What did you learn from _____? 15. What have you already tried? 16. How could you turn this around this time? 17. What could you do better this time? 18. If you asked ____, what would they say a bout you? 19. On a scale of one to ten how severe/serious/urgent is the situation? 20. If someone said/did that to you, what would you think/feel/do? Reality check Readiness Usefull questions (2) Based on: https://www.enotrans.org/wp-content/uploads/2017/07/Handout-GROW-Questions.pdf
  34. 34. 1. What are your options? 2. What do you think you need to do next? 3. What could be your first step? 4. What do you think you need to do to get a better result (or closer to your goal)? 5. What else could you do? 6. Who else might be able to help? 7. What would happen if you did nothing? 8. What has worked for you already? How could you do more of that? 9. What would happen if you did that? 10. What is the hardest/most challenging part of that for you? 11. What advice would you give to a friend about that? 12. What would you gain/lose by doing/saying that? 13. If someone did/said that to you what do you think would happen? 14. What's the best/worst thing about that option? 15. Which option do you feel ready to act on? 16. How have you tacked this/a similar situation before? 17. What could you do differently? 18. Who do you know who has encountered a similar situation? 19.If anything was possible, what would you do? 20.What else? Options Opportunities Objections Usefull questions (3) Based on: https://www.enotrans.org/wp-content/uploads/2017/07/Handout-GROW-Questions.pdf
  35. 35. Way forward, Will, Wrap up .. 1. How are going to go about it? 2. What do you think you need to do right now? 3. Tell me how you’re going to do that. 4. How will you know when you have done it? 5. Is there anything else you can do? 6. On a scale of one to ten, what is the likelihood of your plan succeeding? 7. What would it take to make it a ten? 8. What obstacles are getting in the way of success? 9. What roadblocks do you expect or require planning? 10. What resources can help you? 11. Is there anything missing? 12. What one small step will you take now? 13. When are you going to start? 14. How will you know you have been successful? 15. What support do you need to get that done? 16. What will happen (or, what is the cost) of you NOT doing this? 17. What do you need from me/others to help you achieve this? 18. What are three actions you can take that would make sense this week? 19.On a scale of one to ten, how committed/motivated are you to doing it? 20. What would it take to make it a ten? Usefull questions (4) Based on: https://www.enotrans.org/wp-content/uploads/2017/07/Handout-GROW-Questions.pdf
  36. 36. GROW is just top of iceberg .. and many more
  37. 37. BABOK has many meanings In Silesian dialect ‚babok’ means ‚bogeyman’
  38. 38. See you on our next meeting in March! 08 / 03 / 2018 at 17.30

×