IL RUOLO DIRIGENZIALE NELL'AGENZIA DELLE ENTRATE

1
Coaching Tools for Transformation Stepping
into Performance Using NLP
Robert Dilts
2
Overview of Coaching
In general, coaching is the process of helping
people and teams to perform at the peak of their
abilities. It involves drawing out peoples
strengths, helping them to bypass personal
barriers and limits in order to achieve their
personal best, and facilitating them to function
more effectively as members of a team. Coaching
emphasizes generative change, concentrating on
defining and achieving specific goals. Coaching
methodologies are outcome-oriented rather than
problem-oriented.
3
Origins of Coaching
The term coach comes from the Middle English
word coche, which meant a wagon or carriage. In
fact, the word still carries this meaning
todaysuch as when a person travels coach on a
railway or airline. A coach is literally a
vehicle which carries a person or group of people
from some starting location to a desired
location. Thus, historically, coaching has
typically focused on achieving improvement with
respect to a specific behavioral performance.
4
Neuro-Linguistic Programming

• Neuro-Linguistic Programming (NLP) is about how
  neurological processes (cognitive and mental
  structures) combine with linguistic patterns
  (verbal and non-verbal communication) to
  establish and influence our behavioral
  programming (actions and responses).
• NLP can be applied to better facilitate and
  enrich the coaching process.

5
The Coaching-Modeling Loop
Coaching Drawing out best performance from
others through feedback and encouragement.
(Mentoring drawing out their best
qualities) Modeling Identifying and analyzing
examples of successful performances (combination
of benchmarking and success analysis) sometimes
by comparison to unsuccessful performances
6
Imagineering
Imagineering is a term coined by Walt Disney to
describe the process he used to form dreams and
then turn them into realities.
Walt Disney
7
The Three Roles of Successful Innovation

• . . . there were actually three different Walts
  the dreamer, the realist, and the spoiler. You
  never knew which one was coming into your
  meeting.

8
Disneys Imagineering Strategy

• Dreamer Imagining what is possible
• Realist Planning how to reach goals
• Critic Evaluating the plan according to key
  values and looking for problems and missing links

9
Dreamer, Realist and Critic

• A Dreamer without a Realist and Critic is just
  that only a Dreamer.
• A Realist without a Dreamer and Critic is a
  Robot.
• A Critic without a Dreamer and a Realist is a
  Spoiler or Killer.
• A Dreamer and a Realist without a Critic are an
  Research Development Groupthey make a lot of
  prototypes but lack the quality standards for
  success.
• A Realist and a Critic without a Dreamer are a
  Bureaucracy.
• A Dreamer and a Critic without a Realist are a
  roller coaster of Manic-Depression.

10
Disneys Imagineering Strategy

• The story man must see clearly in his own mind
  how every piece of business in a story will be
  put. He should feel every expression, every
  reaction.

He should get far enough away from his story to
take a second look at it. . . to see whether
there is any dead phase. . . to see whether the
personalities are going to be interesting and
appealing to the audience. He should also try to
see that the things that his characters are doing
are of an interesting nature. Walt Disney
11
The Dreaming Room
The dreaming room had pictures and inspirational
drawings all over the walls. Everything was
chaotic and colorful in this room, and criticisms
were not allowed.
12
The Realist PhaseChunking Down the Dream
When we consider a new project, we really study
it... not just the surface idea, but everything
about it. Walt Disney
13
The SweatboxTaking the Critic Perspective
The animators saw Walt at the story meetings
where he acted out everything as it should be,
and then again in the sweatbox, when they
showed him the scenes as they had animated it.
14
Implementing Disneys Strategy on a Personal
Level
Make Different Physical Locations for Dreamer
Realist and Critic
15
Physical Postures Can Support or Inhibit
Particular Thinking Styles
Dreamer State Realist State Critic State
Physiology Physiology Physiology
16
Imagineering QuestionsDreamer

• What is the long-term vision for the project?
• What is the purpose of the project?
• What are the potential benefits to customers,
  team members and other stakeholders?
• What other opportunities could the project lead
  to in the future?

17
Imagineering QuestionsRealist

• What is the time frame of the project?
• Who are the actors?
• What is the first/next step?
• What is evidence or feedback that you are making
  progress?
• What resources are available to assist in the
  project?

18
Imagineering QuestionsCritic

• Who might be positively or negatively affected by
  the project?
• Why might someone object to the project?
• What are their needs or expectations?
• What is missing?
• Under what circumstances would you not do the
  project?

19
Example Storyboard
Pictorial Storyboard of Systemic Thinking and
Leadership Tools Project
20
Coach to AwakenerLevels of Support for Learning
and Change

• Spirit Awakening
• Identity Sponsoring
• Values and Beliefs Mentoring
• Capabilities Teaching
• Behavior Coaching
• Environment Guiding/Caretaking