Executive coaching through a cultural lens
Cultural Lens
As a coach, it is not possible for me to ignore my client’s cultural background. It is possible that even seasoned coaches with limited exposure to other cultures, may engage in a coaching assignment without recognition of differences in cultures. Without realizing, they may come to conclusions about their clients based on some behaviors, and take an approach that would spell disaster. Let us remember that the coach is also influenced by his/her culture-driven mental models, and may use this as a litmus test to judge and “mis”guide the client.
I remember a conversation with a life coach about her young Asian client, who kept addressing her as, “madam.” She took offense because she perceived that as being aimed at her age and appearance. For him, it was a mark of respect to someone he perceived as a teacher. She came to the conclusion that some of his work-related problems stemmed from his “distorted” view of women, age, and related issues.
We live in a multicultural world. Each of us brings our perspectives to a situation or person, based on our background. It is importance to acknowledge that we are colored by our own culture, while the person across the table comes from a different culture. Otherwise, we will be doing our clients a major disservice.
So, there are 3 perspectives I take into consideration:
- My mental models based on my “mixed” culture – Indian upbringing blended with social and corporate influences of America.
- My client’s mental models – could be purely from a difference culture or a mixture like mine
- My client as the individual – unique patterns of behavior and values
Rule #1 – If you don’t know, don’t conclude. Ask questions!
Examination of their own assumptions, acceptance of the multiplicity of variables that constitute an individual’s identity, and development of a client centered, balanced coaching method will aid the coach in providing effective help.
Personal Development Mastermind – Map Career To Your Purpose (Video)
In this video, Mala Subramaniam, President of MKTinsite, how Personal Development Mastermind Group helps participants Map Career To Purpose.
Personal Development Through Coaching (Video)
In this video, Mala Subramaniam, President of MKTinsite, explains how Coaching can help an Executive’s Personal Development.
How Does Being Consultative Benefit Your Client Relationships? (Video)
In this video, Mala Subramaniam, President of MKTinsite, explains how Being Consultative benefits your long-term Client Relationships.
Major Stumbling Block That Affects Your Negotiation Skills (Video)
In this video, Mala Subramaniam, President of MKTinsite, explains the Major Stumbling Block that may affect your Negotiation Skills.
Good Business Interactions (Video)
In this video, Mala Subramaniam, President of MKTinsite, explains the importance of Good Business Interactions.
Market Yourself, Get the Job
Why You?
The First Steps in Marketing Yourself to a prospective employer or a client are: Knowing your Skills and Knowing your Market. Any Marketing expert will tell you these are the critical questions:
- Define your product – i.e. who are you, what do you offer, what have you accomplished?
- Who will buy your product – what prospective employer or client needs you?
- Why do they need you – what need do you fill?
- What’s the catch – what is your value proposition?
- How will you find them?
- How will you approach them?
Finding answers for the first 4 questions is half the battle. It is like the dreaded job interview question: Tell Me about Yourself. Tell the employer or client who you are with confidence and be taken seriously. If you don’t know who you are, how can you expect others to know and hire you?
Mala Subramaniam, President, MKTinsite LLC
How I Defined Myself: I had to define myself when my last employer sent me home with a glossy exit package. I did not go looking for another corporate job. I wanted to share my knowledge with others – but who, what, where?
I considered myself a Marketing Guru – now I had to practice what I preached. Jumping into job search without the 6 Steps is like driving in a new country without a map. I am reminded of a meeting I scheduled with Kim, a former colleague, in the city.
Kim and I made an appointment for lunch on a Friday in the city. She emailed me her address and contact information. I entered it all in my cell phone. On Friday, I parked the car in the station, ran like an Olympic runner [untrained and panting, though] to catch the train and reached Penn Station at 11am. I reached into my pocket book for my cell phone. It was not there! I panicked. I remembered her street address, but not Kim’s floor or telephone number. I am ashamed to say I did not know her employer’s name or her most recent last name. The doorman of this multi-story building restrained himself from dialing Security.
So, don’t go looking without knowing what you are looking for!
Some research and introspection led me to define myself. Here’s looking at ME:
- Who am I? - I am a trainer, an instructor, and a coach.
- What can I offer? – leadership, marketing, communications expertise
- Who will benefit?– anyone who needs skills to succeed in a business environment, particularly in the IT outsourcing market, where interactions between Americans and Asian Indians need help
- Why ME? Am I different?
Why Me? YES, I definitely can claim:
- Experience in diverse industries, including IT – So can a Million others
- Expertise in highly-specialized areas as research – So can a Million
- Skills in writing, platform, research etc… So do a Ton of other MBAs
- Training certification – Market is flooded
- Passion for Teaching – Just look at Academia
BUT, where will you find an Asian Indian corporate executive, with all of the above, and the ability to establish a rapport with both Asian Indians and Americans? I GOT IT!
5 Tips to Being Consultative
Being consultative is crucial to adding value to your business relationships. It has become an imperative in IT consulting business, where outsourcing professionals tend to focus on the deliverable and logistics surrounding it, rather than understanding client goals and needs, and mapping their deliverable to the needs. Most of the misunderstandings and conflicts are caused by people working in a vacuum. Most professionals in IT, Market Research and similar technical areas perceive their jobs as providing data, intelligence or service, and not as providing solutions for business problems or needs. Hence, the need for companies to retain consultants, who wear the hat of problem-solvers, diminishing the role of the technical people.
Learn Consultative Skills Training from MKTinsite
Know…
- Your client industry
- Your client goals
- Your work in the context of client goals, problems and needs
- Your past success with the client
- Your value-add
Please feel free to send your comments.
Don’t Hesitate, Let’s Connect Now!
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