Irish Management Institute
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Shaping and inspiring business leaders. Empowering world-class executives for over 70 years.
16/07/2026
Strong client relationships don’t automatically create new business.
Too often, teams become so focused on delivering today’s work that they miss tomorrow’s opportunity.
Business development isn’t a separate sales activity. It’s the habit of asking better questions, understanding what clients need next and knowing when to move the conversation forward.
Learn more: https://lnkd.in/enjfJrTu
For many senior leaders, mentoring comes naturally. You see the problem, recognise the pattern, and start solving it before the other person has finished speaking.
That experience is valuable. But coaching asks something different.
It asks you to pause. Listen properly. Ask better questions. Help people reach their own answer, not simply borrow yours.
As Michael Veale put it, that shift would have helped him “20 years ago” when he first became a CEO.
That's the real value of executive coaching. Not having all the answers. Building the discipline to unlock them in others.
Learn more: https://lnkd.in/dUUUJgEF
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