ROI from Coaching? A True Six-Figure Story

A number of years ago, I was coaching Jon, a senior leader, at a large multinational. His situation was a familiar one, though the stakes were particularly high. Jon and two colleagues regularly presented business updates to their executive committee (ExCom) and tension had been growing over time.

Jon described how he and his colleagues tended to present with a positive slant, playing down the issues facing their part of the business. As a result, the ExCom had started to lose trust. They suspected that the reality was not being fully disclosed and were increasingly frustrated by what felt like filtered communication. Eventually, the ExCom proposed a formal audit of Jon's business area. The price tag? €350,000.

During our session, Jon and I explored a different approach. We worked together to craft a way of presenting that was more transparent, more balanced, and ultimately more trustworthy. Rather than focusing solely on successes, we talked about sharing the full picture.

Jon became convinced that this was the way to move forward. Over the weekend, he refined the presentation and aligned with his colleagues, encouraging them to join him in this new approach.

When we next spoke, Jon shared with glee that the latest meeting with the ExCom had gone exceptionally well! The three had shared the good, the bad, and the difficult. One committee member remarked, “NOW we’re talking. We’re delighted with your transparency. If you continue sharing updates like this, we’ll cancel the audit.”

And they did. The €350,000 audit was called off.

I asked Jon, quite simply: “What percentage of this outcome would you link back to our coaching conversation?”

My coachee reflected on the conversation we had, the effort he put in afterward, and the work he did to bring his colleagues on board. Then he said, “40%.”

It was a thoughtful estimate. Had our coaching conversation not taken place, the audit would have likely taken place. That said, Jon’s post-conversation follow-through was essential to changing the ExCom’s mind regarding the audit.

If we take Jon at his word, then 40% of €350,000 amounts to €140,000 in value generated through one hour of coaching.

Not every coaching conversation results in a cancelled audit. Yet many lead to shifts in perspective, alignment, and action that make a measurable difference.

It is always worth asking: What changed because this coaching happened? What would have been the cost—financially, strategically, or relationally—if it hadn’t?