What Business Schools Can Learn from Business
I must confess I bring a certain bias in my perspective, which originates in some decades working first as a therapist, and then as a trainer and coach in the corporate world. As a therapist, I learned to listen before talking, and to ask questions to jointly identify with the patient what we should work on, to help the patient take ownership of his process by introducing occasional challenging questions, and to expand his or her thinking. Later, as an external contractor for coaching and leadership development in the corporate world, I learned to address a potential client with what is called the “consultative selling” approach. When entering a meeting with a prospective client, the automatic ...
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