Does Coaching Work or Are We Asking the Wrong Question?

Abstract

Within the context of an expanding market for coaching in all its forms, organizations are asking the question, “Does coaching work?” They seek evidence of a return on investment. We argue within this paper that this is the wrong question. Before we can ask whether coaching works, we must ask how is it being used, is it a coherent framework of practice, and finally is it perceived or quantified as being effective within that framework? We review the practitioner and academic literature as well as our own research to address each of these questions in turn. We posit a framework of practice based upon the coaching agenda identify by coachee and coach within the contracting phase of the engagement. This encompasses the coaching mode and role as well as the supervisory relationships that exist. The research literature is then considered in the context of the framework.

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