The outstanding success of some clients lately prompted me to evaluate the value I have added. At first glance, this seems easily calibrated – for the business owners I coach, it could be their increased profit and for personal training clients, the extra weight being added on to the barbell. Yet I consider this to be a very shallow perspective.

I venture that for my business clients, success is never solely about the money. Rather, improving quality of life, more time with family, reducing hassles and more enjoyable work all form part of their mix. So too, taking money off the table to accumulate assets away from the business is proving to be deeply satisfying. A good example is the recently renovated kitchen undertaken by one coaching client, which significantly enhanced family life and added enormously to the value of his home.

For my PT clients, getting strong and healthy is not an end in itself. Rather, it translates to enjoying an active lifestyle and favourite activities, travelling and playing with (grand)children. A long-standing PT client recently sent me a photo of her confidently carrying not just her suitcase but that of her travel companion whilst on a trip to inland Australia. Preparation was key here, with the weight of those cases almost identical to the Farmer’s Carry exercise she performs at my training studio.

So for both business and PT clients, my proposition is the same – retain me as long as you see value. I operate without lock-in contracts, and my clients are free to go at any stage.

Meaningful success. Thinking of two business clients currently surfing a wave of momentum and positivity, the question I’ve asked myself is: “Would they have achieved the same success without having me in their corner?” We’ll never know the answer to that of course, but it’s remarkable how their success has overlapped long-term coaching relationships. Along the way, these clients have enjoyed spectacular holidays, exercised regularly and made a point of celebrating their wins.

So too, my busy medical specialist who prioritises 6.30 AM on Saturdays for PT with me has progressively added 30 kilos to his barbell back squat in under a year. Yes, it’s a remarkable achievement but for my client it means being better able to sustain long days on his feet in hospital, often including demanding sessions wearing a lead lined apron.

Tranquillo. Sometimes it’s the things that my clients don’t do that make the difference. Having a sounding board to talk through impulsive initiatives can head off calamitous changes to a winning formula. I help my business owner clients to avoid such distractions. Instead, they steadily rack up weeks, then months, of quietly going about their primary business, focusing on what will make the biggest difference. Similarly, my PT clients are often best served by persevering with the same exercises, progressively adding more resistance as their strength increases, than by endless variety.

Being bold when appropriate. On the other hand, having a sounding board can provide the impetus to go ahead with a big initiative. For example, I encouraged a coaching client recently to hit “Proceed” on renaming his business and launching a bold new website. This initiative heralds a fresh, exciting next chapter featuring greater specialisation and enhanced performance standards which have been embraced by the team. Similarly, my encouragement to aim for an event or set a goal for a specific exercise has proven to be a wonderful catalyst for PT clients’ motivation and results.

Tackling sacred cows. Tackling no-go areas is also easier with a detached third party. Resolving longstanding issues with “too valuable to lose” employees who have come off the boil is a good example. Working through legitimate difference in perspectives between spouses working in the business is another. My PT client who wanted only to focus on powerlifting movements now loves the sandbag accessory exercises I incorporated into his program.

Frameworks. How I love an insightful framework! A ready example is guiding my business clients to organise their working week, being sure to allocate sufficient time to revenue growth and long-term improvements. Similarly, guiding PT clients to take exercise sessions off the “to-do list” and incorporate them into their weekly rhythm leads to massive improvements in wellbeing. Business clients also find my annual review process insightful. This is where we sit down and review the past 12 months based upon predetermined criteria and comparing the results with previous years. Clients tell me it is a highlight of their year.

Introductions. I also love to facilitate introductions where I believe there will be synergies. Financial advisers collaborating with accountants has always been my stock in trade. Recently though it’s been my pleasure to recommend an appropriate accountant to a business coaching client and a conveniently located physio to a PT client.

Additional insights.  At times, more specific coaching input is required. For example, by connecting them with their Instinctive Drives and Working Genius profiles, I increase my business clients’ self-knowledge of where they are most effective and how to be operating at their best. Also, a facilitated team retreat is a valuable means to bring members up to speed with the business plan and goals for the year ahead. For my PT clients, collaborating with their GP and/or physio ensures that the training programs I create are safe and tailored specifically to their circumstances.

Conclusion

Being entrusted by clients to help them progress, be it in their business or getting physically fit, is an incredible privilege which I treat very seriously. I am conscious that things can get all too comfortable in longstanding relationships, particularly when all is going well. It’s why being vigilant in holding clients to account is a key part of my role. Ultimately, it is incredibly satisfying that clients see value in retaining my services and to be an ongoing part of their winning formula.