To address a client’s doubts about coaching ROI, try these strategies: - Set clear KPIs together. Involve the client in defining specific goals and performance metrics. This reinforces their engagement and provides clear benchmarks for measuring progress. -Highlight intangible value. Beyond numbers, emphasize how coaching strengthens decision-making, resilience, and leadership—qualities that drive long-term success. -Hold periodic reviews. Regular check-ins let clients reflect on growth and recognize progress, reinforcing trust in the coaching process.

-Share Case Studies: Provide examples of similar clients who saw measurable gains post-coaching. -Emphasize Tangible Benefits: Focus on improvements like decision-making, leadership, and clearer strategic vision that directly impact performance. -Set Measurable Goals: Establish specific, trackable objectives to show progress and ROI over time. -Suggest a Trial Engagement: Offer a short-term or milestone-based plan so they can see results firsthand. -Connect with Previous Clients: Provide testimonials from clients who experienced strong returns.

Comprendo que muchos ejecutivos se desvivan por el ROI, pero el coaching ofrece un valor que va más allá de los números. Es una inversión en las personas que impulsa un cambio positivo en la cultura organizacional y mejora los resultados empresariales. En lugar de centrarnos únicamente en el ROI tradicional, propongo medir el impacto del coaching a través de indicadores cualitativos y testimonios. Además, se puede implementar un programa piloto para demostrar su efectividad de manera tangible. El coaching tiene un valor humano y organizacional, al mejorar las habilidades, actitudes, comportamientos del equipo o al ejecutivo que nunca le mostraron el mejor camino.

In my mind it is a question of perspective. ROI can be very different things, depending on who is asking about ROI. Strategic ROI focuses on more critical success factors where you are interested in what success looks like rather than hard numbers... particularly relevant when transitioning to new business models where it can be extremely difficult to 'guess' what the ROI on adopting emerging tech will be until you successfully deploy them and build a new set of baseline metrics founded in new value creation. That's what proof of concept is all about. Operations are generally more concerned with hard KPI's. Are these performance indicators for progress towards achieving the critical success factors? Strategic ROI vs Operational ROI?

The key to addressing ROI skepticism isn't defending your fees—it's uncovering the full scope of value BEFORE discussing costs. Most business owners only see surface-level impacts. Guide them to discover: Direct financial costs of current problems Hidden costs (team turnover, delayed decisions) Emotional value of solving these issues Personal impact of additional profits Example: A client's $500K operational problem was actually costing $1.8M when we uncovered lost opportunities and stress-induced delays. Plus, solving it meant finally taking that month-long vacation they'd postponed for years. Don't convince. Help them discover. When they see the full picture, ROI becomes self-evident.