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CAREER
COACHING
AN INSIDER'S GUIDE
INCLUDES THE

CAREER

COACH'S

A\ TOOLBOX

MARCIA BENCH
 CAREER
COACHING

Whether you're a novice or a seasoned professional,

Career Coaching can help you articulate definitions

and standards for career coaching, debunk mytns

and misunderstandings about what it takes to be a

career coach, and guide your clients to not only find

jobs they enjoy but fulfill their true calling.

Author Marcia Bench integrates two distinct

models — the Authentic Vocation" approach to

career design and the Quantum Shift!™ coaching

method—for helping clients reach their goals faster

and achieve greater fulfillment in their work.

Utilizing dialogue from actual coaching sessions,

offering dozens of coaching questions for use with

clients, and providing thirty worksheets and assess-

ments, Career Coaching is an invaluable resource

for anyone in the field.

mm
 "

Praise for Career Coaching

"A 'must read for anyone wanting to help another person be a

valuable contributor in the world of work. If you are a recruiter,

a manager, a leader of teams, or someone who loves to help

people, you will find this book both an inspiration and a

powerful resource.

—Cynder Niemela, executive and team coach,

High Impact Teaming; coauthor of Leading High Impact Teams

"One of the best books I have read. It's based soundly on behav-
ioral theory, yet full of timely information relevant to job search
logistics. A rare combination!"

—Shannon Jordan, Director, Career Development,

University of California, San Diego Extension

"Should be on the 'must read list for all career counselors,

trainers, therapists, job search advisers — the experienced and

new entrants. Life coaches who are discovering their training

was inadequate for helping clients with career issues would in

particular benefit from this book."

—Paul Stevens, Director, The Centre for Worklife Counseling

(Sydney, Australia)
CAREER COACHING
 Digitized by the Internet Archive
in 2014

https://archive.org/details/careercoachinginOObenc
CARE E R
COACHING
AN" INSIDERS GUIDE

MARC IA BENCH

DB
Davies-Black Publishing

Palo Alto. California

Published by Davies-Black Publishing, a division of CPP, Inc., 3803 East Bayshore Road,
Palo Alto, CA 94303; 800-624-1765.
Special discounts on bulk quantities of Davies-Black books are available to corporations,

professional associations, and other organizations. For details, contact the Director of Marketing

and Sales at Davies-Black Publishing, 3803 East Bayshore Road, Palo Alto, CA 94303; 650-
691-9123; fax 650-623-9271.

Copyright © 2003 by Davies-Black Publishing, a division of CPP, Inc. All rights reserved.

No part of this book may be reproduced, stored in a retrieval system, or transmitted in any
form or by any means, electronic, mechanical, photocopying, recording, or otherwise,
without written permission of the publisher, except in the case of brief quotations embod-
ied in critical articles or reviews.

Davies-Black and colophon are registered trademarks of CPP, Inc. Myers-Briggs Type
Indicator and MBTI are trademarks or registered trademarks of the Myers-Briggs Type
Indicator Trust in the United States and other countries. Strong Interest Inventory is a

registered trademark of Stanford University Press. Authentic Vocation and OuantumShift!

are trademarks of Marcia Bench.

Tools in the Career Coach's Toolbox may be reproduced for personal or professional use
with individual clients only. All copies must contain the following credit: "© 2003 Marcia
Bench, Career Coaching: An Insider's Guide. Reprinted with permission." Reproduction for
resale is a violation of copyright law. In addition, the Toolbox forms may not be used in
group seminars, training programs, group coaching, or similiar uses without the express
written consent of the author. Such consent may require the payment of a licensing fee,

at the author's discretion.

Visit the Davies-Black Publishing web site at www.daviesblack.com.

07 06 05 04 03 10 9 8 7 6 5 4 3 2 1

Printed in the United States of America

Library of Congress Cataloging-in-Publication Data

Bench, Marcia
Career coaching : an insider's guide / Marcia Bench,
p. cm.
Includes bibliographical references and index.
ISBN 0-89106-184-3 (hardcover)
1 . Vocational guidance. 2. Career development. 3. Career changes.
4. Job hunting. I. Title.

HF5381.B3564 2003
650.1—dc22
2003018128
FIRST EDITION
First printing 200 3
 Contents

Acknowledgments ix

Introduction xi

About the Author and Career Coach Institute xv

Part One

THE PRACTICE OF CAREER COACHING

1 The Field of Career Coaching: What It Is and Is Not 3

2 Ethical Considerations in Coaching 21

Part Two
THE AUTHENTIC VOCATION™ MODEL
OF CAREER DESIGN
3 Overview of Authentic Vocation 29
4 Authentic Vocation Factor 1: Life Purpose 39
5 Authentic Vocation Factor 2: Values 51

6 Authentic Vocation Factor 3: Motivators and Interests 57

7 Authentic Vocation Factor 4: Knowledge, Skills, and
Abilities 65
8 Authentic Vocation Factor 5: Work and Other Experience 71
9 Authentic Vocation Factor 6: Job/Career Targets 79
10 Authentic Vocation Factor 7: Work Environment 83
11 Authentic Vocation Factor 8: Business Reality 89

vii
 Part Three

QUANTUMSH I FT! COACHING PRINCIPLES

12 The OuantumShift! Coaching Model 103
13 Initiating the Coaching Relationship 113
14 Three Core Coaching Competencies 125
1 c
1J Level 1 Coaching i^ti

16 Level 2 Coaching 149

17 Level 3 Coaching 161
18 The Role of Intuition and Deep Listening in Coaching 169
19 Advanced Coaching Skills 181

Part Four

JOB SEARCH MECHANICS

20 The Job Search: Developing a Marketing Plan and
Allowing for Synchronicity 207
21 Tactics for the Published Job Market 221
22 Strategies for the Unpublished Job Market 231
23 Resume Design Secrets 243
24 Interviewing Strategies That Get the Job 257
25 Evaluating Job Offers: Wants Versus Needs 273
26 Negotiating the Optimum Compensation Package 279

Conclusion 287

THE CAREER COACH'S TOOLBOX

Toolbox Contents 295

Appendix 1 : Frequently Asked Questions About Career Coaching 369

Appendix 2: ICF Coaehing Core Competencies 37 5
Appendix 3: Starting a Career Development Initiative at

Your Company 377

Notes 381
Index 385
 Acknowledgments

This book —including the content drawn from class sessions —could
not have been written without the support and assistance of many
people over the past three years. The author wishes to thank the
following individuals for their input, editing assistance, ideas, client
stories, and other contributions.

Donna Andronicos
Joyce Baker www.coachingyourbusiness.com
Denise Bane www. or riscenter. com
Jennifer Bergeron
Scott Blanchard www.coaching.com
Wendy Enelow www.cminstitute.com
Timi Gleason www.executivegoals.com
Tracy Heller www tracy heller, com
Geri Jamison www.administrativevirtual.com
Tom Jones, PCCC www.careerplanninguniversity.com
Kathy Keeton

ix
X CAREER COACHING

Meg Montford, PCCC www.abilitiesenhanced.com

Janine Moon,PCCC www.cpcoaching.com
Ann Ronan, PCCC www.authenticlifeinstitute.com
Laurie Toyama

I must also acknowledge all the students in the Career Coach

Institute —
program past, present, and future! Thanks as well to my
personal career coaching clients, for the richness you have brought to
my life — it is truly a privilege to see you become willing to follow your
own callings and assist others in following theirs.

Finally, to my husband, Jay, I appreciate your love and support so

much — you provide an environment in which I canthrive and
express my life's purpose.
My heartfelt desire is that each of us can identify and pursue the
work that has such meaning and passion for us that when we wake
up in the morning, we can't wait to get started doing those things that
express our Authentic Vocation™!

—Marcia Bench
 —

Introduction

If you are thinking about becoming a career coach —whether work-

ing for yourself or coaching within your organization —then this

book is written for you. Its contents were developed with several pur-
poses in mind:

1 . To articulate definitions and standards for career coach-

ing. While the field of career guidance has a history spanning
over one hundred years, the field of coaching is less than fifteen

years old. And combining the two into career coaching has only
been done in the past five to ten years at most. As founder and
director of the world's premier career coach training orga-
nization, Career Coach I want to share with you the
Institute,

definitions, and models we teach our students

standards,
drawn from those of the International Coach Federation with —
the hope that these will become the recognized standard in
the career coaching community.

xi
xii CAREER COACHING

2. To debunk the myths and misunderstandings about

my interactions with both coaches and
career coaching. In
client representatives worldwide, it is clear that very different
concepts of the qualifications for career coaching exist. For
example, in Australia and much of Europe, it is commonly
thought that a career coach should have a psychology degree
and/or background in order to coach. In the U.S., this is not the
understanding. Career counselors provide in-person, one-hour
sessions; most career coaches work by phone in half-hour incre-
ments. In chapter 1, we describe these and other differences to
create greater clarity for our clients and ourselves.

3. To help more people enjoy their work. Over the eighteen

3'ears I have worked in the career development industry, one
statistic has not changed: at least 61 percent of Americans are
less than completely satisfied with their work. This book con-
1

tributes to changing that fact in two ways: first, people entering

the field of career coaching experience the satisfaction that
comes from this work: and second, as more career coaches work
with clients to help them discover their Authentic Vocation™,
their clients choose work that is congruent with who they are,
increasing their satisfaction as well.

The book is patterned after the curriculum we teach at Career

Coach Institute (www.careercoachinstitute.com), which I founded in
2001 as the first virtual career coach training program in the world.
It outlines the key principles career coaches need to know to work

effectively with clients.

Part I introduces the field of career coaching and its history, and
clarifies how career coaching differs from related fields. The ethics of
coaching are also addressed.
In part 2, all eight factors of the Authentic Vocation model of

career design are explained in detail, together with coaching tips and
resources to use with clients.
In part 3, we shift gears and explore the OuantumShift!™ model
of coaching, which we use to draw forth the factors of our clients'
Authentic Vocation and help them move quickly to the work that
is most satisfying for them. QuantumShift! also enables clients to
 INTRODUCTION xiii

overcome obstacles that may be standing in the way of their ideal

work, whether they involve the circumstances of their life or their
belief system or identity. All seventy of the coaching competencies
of coaches certified by the International Coach Federation (ICE
www.coachfederation.org) are touched on in this part, culminating
with a chapter discussing advanced coaching skills.

Part 4 provides the best current thinking on all aspects of job

search mechanics, from how to customize job search techniques for

various client needs to resume design, interviewing techniques, and

negotiation of the compensation package.
The conclusion addresses coach self-care and the traits of mas-
terful coaches.

The Career Coach's Toolbox contains thirty coaching tools in-

cluding forms, worksheets, checklists, and other instruments. You are
free to use any of these with your individual clients if they help you to

implement the concepts and principles outlined in the book. If you

wish to use them in a classroom setting, we ask that you contact us
directly at [email protected] to describe the type of
use so that we can determine whether any use fee should be assessed.
The Career Coach's Toolbox is followed by three appendixes: fre-
quently asked questions about career coaching, a list of the ICF
coaching core competencies, and guidelines for those implementing a
career development program within their company.
We hope that if you find value in the concepts in this book, you
will use them to facilitate transformation and new discoveries in your
clients. And if you would like to experience the power of exploring
them in the context of a learning community, you may wish to
consider enrolling in one of the career coach training programs
offered by Career Coach Institute.

We share this material in book form to demonstrate our core

commitment to operating from an abundance mentality. If you use
any of the content of this book in written materials —whether on the
Internet, in a magazine or journal, or in the classroom —we simply
ask that you respect our copyright and give credit where credit is due.

Happy coaching!
 About the Author and
Career Coach Institute

Marcia Bench is a Master Certified Career Coach™ and nationally

respected expert in the job/career transition field. She has been
coaching and consulting both individual and corporate clients since
1986.
A former attorney, Marcia has authored nine previous books,
including When 9 to 5 Isn't Enough (Hay House) and Thriving in

Transition (Simon and Schuster), and has been a featured speaker/

trainer at over four hundred and national confer-
local, regional,

ences, as well as a guest on numerous television and radio programs.

Marcia's coaching experience includes work with managers and
executives from firms such as Oualcomm, Intel, Intuit, Kellogg's,
FedEx, Westinghouse, Willamette Industries, Raytheon, US West,
Shell, PetCo, and Kimberly Clark, among others, as well as with

dozens of business owners, professionals, and military officers

entering the civilian work force.
Marcia founded Career Coach Institute (CCI) in 2001 and cur-
rently serves as its director and CEO. The firm is the premier virtual

XV
xvi CAREER COACHING

career coach training program in the world. It offers a self-paced

training program augmented with optional teleclasses and live train-

ing to those who wish to become independent career coaches, as well

as to those who wish to do career coaching inside their organization.
Prior to her tenure with CCI, Marcia was senior vice president in
a dot-com executive career management firm for four years, and pre-
viously spent ten years as president of New Work Directions, a busi-
ness and consulting firm she founded. She developed her expertise in
business start-up and management in part during her four years as a
practicing attorney specializing in business and employment issues.

Marcia holds a Juris Doctorate degree from Northwestern School

of Law of Lewis & Clark College and a bachelor of science degree in
psychology from Western Oregon University. In addition, she is a
Certified Career Management Practitioner through the International
Board of Career Management Certification, a Certified Business
Coach, a Certified Teleleader, and a Master Certified Career Coach.
For further information, or to talk with Ms. Bench, contact:

Career Coach Institute

P.O. Box 5778
Lake Havasu City, AZ 86404
[email protected]
866-CCOACH-4
www.careercoachinstitute.com
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