This year I am focusing a lot more on developing new platforms for my own Provocative Change Works approach. This includes setting up a PCW 1 – 1 development group, so work with individuals around the globe who are interested in greater skills development. I’m keen that PCW doesn’t o the same route as NLP, where often people chase certifications like collecting badges and all too often there’s not a great deal of utilization and integration. In 2017 there seems to be a new level of enthusiasm for people to become “NLP Master Trainers” and yet my observation and feedback across the globe is that “the NLP brand” has peaked and now people are looking for approaches that focus on real life applications.

Many who attend trainings, whether these are NLP, hypnosis or other approaches, tend to be what I call “generalists” rather than have any specialization. Last week as part of another project I looked at a number of practitioner and coach profiles online. Most of had a menu of service options that were to my eyes like a fast food restaurant. One had everything from NLP, to shamanism to numerology. I applaud the enthusiasm but this reminds me of the days when I assisted on large London NLP courses where course attendees would spend literally thousands of pounds on products but rarely developed any original ideas or had any real specialization.

On my own trainings in the UK, USA, Europe and Asia, I notice a similar trend. Typically I’ll asked audience members for their thoughts and observations having watched demonstrations of the PCW model. I’ll often ask which language patterns, metaphors, PCW stances were used. Often I’m surprised that many who have attended many courses are too fixated on content to be able to step back and notice the process that is key to how the client has constructed and maintained the “problem state”

The best coaches and practitioners are able to move beyond surface information and be able to work in a precise and personable manner with clients. They also generally have a good sense of humour and an awareness that it takes a great deal of time and energy to develop real skills. I have talked extensively about this to peers including Steve Andreas and Andrew Austin, both of whom have made the exact same observations! Developing skills requires proper continual professional development. This does not mean simply attending courses but rather constantly refining and reviewing existing ideas.  I often say to students “After the first 6000 clinical hours” it generally gets a lot easier when working with therapy and coaching clients.

I’m noticing a new level of myopia in business and in training. When I started out learning about NLP, Provocative Therapy and hypnosis I made sure that I attended a significant number of courses carefully chosen. I was amazed in 1999 when people boasted of being “Master Practitioners” having attended 17 days training back to back. Some went onto to then complete another 9 days for “Trainer Training”, so from ZERO knowledge they were now “provisional trainers” who could run their own courses and “certificate others” Of course this is essentially a pyramid selling model by any other name…

In Provocative Change Works I ensure PCW students complete 10 days training with case studies to then have the opportunities to become “practitioners” This is the minimum requirement and simply being in a workshop for 10 days does not mean certification. Amazingly some folks having done a single level 1 three day training, they now have nothing left to learn from these level 1 trainings. This is what I would call “myopic thinking” and that’s being polite…Frank Farrelly always commented “How can somebody be a master of anything in a few weeks?” and refused to entertain the whole certification route for his work. He talks about this on the DVD “A Provocative Approach” so if you see anyone claiming to be “certificated in Provocative Therapy” it’s not endorsed by Frank.

With PCW after one practitioner training I sometimes have people ask “How do I become a trainer in PCW?” which of course is myopic thinking in the extreme. It seems that “application and integration” get completely forgotten and of course a great deal of “certification chasing” is for imagined status enhancement and I’ll leave you to draw your own conclusions as to why so many folks seek after that. Maybe it’s me, but I increasingly see a lack of willingness to actually spend time with proper study and integration of skills. The best trainers encourage discussion and debate, while in stark contrast some simply ensure that everything is what I would call “conveniently mysterious” and all discrimination goes out the window. Recently on an online platform the request for minimal evidence was reframed into “insisting on scientific studies” This is myopic thinking once again, but this time for commercial gain.

Finally this myopia also extends to marketing in business and especially in IT. I have blogged on this (some may say ranted!) before, but its another great example of myopic thinking. Often websites are set up without proper hosting, infrastructure and often have “news” and “blog” sections lamentably out of date. Again there’s no consideration for a long term view. Any smart business owner and trainer appreciates the need for constant reflection, refinement and skill development. That takes commitment and a willingness to “play the long game”

The enthusiastic, the skilled and the plain delusional

I get approached by all kinds of individuals wanting to promote my events. Enthusiasm is always welcome, but it needs to be matched by good business and communication skills. When I ran NLP trainings over a decade ago I was amazed at some of delusional thinking from some fellow NLP trainers in the UK. Most had not had a background in business and could be quite delusional in their thinking.
To date I have sacked three promoters who hosted PCW trainings. In all cases they were pleasant enough individuals but had terrible communication skills that ultimately made working with them a torrid task. I would find myself spending hours trying to obtain key information regarding the requested trainings. Here’s a simple checklist I have to decide who I hire to host my events.

Does the promoter have experience of filling workshops?

 Definition of Expectations

In any business transaction proper definitions of expectations are essential for a successful outcome. Any professional trainer appreciates that there’s a great deal of time involved in preparing training materials for the proposed event. Trainers who are presenting their own unique material have often spent years working on content and figuring out how best to sequence this in a live training. This is with respect very different to presenting stock NLP or hypnosis courses where there is a well-thumbed existing template.
Agreement on timing of payments is also important. I request full payment at the conclusion of the training, which I think is only fair and reasonable. There is usually an agreed daily fee plus expenses. The promoter’s role is to generate interest and if they do very well financially then I am happy for them. The trainer may assist in supplying promotional material but should in my view not be relied upon to both market and present the event. This is where some trainers literally tear their hair out when the promoters have a limited delivery system to customers or endlessly request advice on marketing. I know of one promoter whose sole marketing strategy was to send out e-mails. On paper there was a massive database, but this only ever translated into single figure attendance.  I hosted Frank Farrelly for many years and appreciated that as soon as I signed of on booking his time it was my responsibility to make the event work in every way including balancing the books. I ensured he was always paid promptly at the conclusion of every training and we had a great business and personal relationship.

Do they have good communication skills and respond promptly in correspondence?

Even if promoters tick box number one, many crash and burn when it comes to this aspect. There is nothing more frustrating as a trainer than trying to get key information from a promoter and either being fobbed off with excuses or even worse have requests ignored. The most successful trainers and presenters can literally pick and choose where they want to train and some time is at a premium. Sometimes I am approached by a promoter with a request to do a significant amount of training. I always decline such ambitious requests until they have at some level proved they can deliver a professional event and crucially do so in a stress free manner.  One of my big frustrations is to ring fence blocks of time in the calendar for a specific host, not hear anything and then have them want to cancel or shift dates. This can lead to “dead time” which with notice could have been used more productively. Yes, when dealing with people things don’t always go to plan, BUT good communication is essential at all times.

Do they have a genuine interest in my work?

Is working with them a good association for me?

Does it pay? (and I don’t just mean financially!)

Every relationship is a trade. Yes, there is a financial trade in terms of a fee and expenses, but the trade goes beyond that. The whole trade includes all the above factors I have mentioned. Things don’t always go to plan, but the best promoters are an absolute joy to work with and everyone involved benefits from the association. When I choose promoters there is always a trial period to assess the working relationship. I fully appreciate that not everything always goes to plan straight away and that’s fine. However, with sensible co-operation in most cases we achieve excellent results. The best promoters are great strategic thinkers, personable and well-grounded in the realities of business. I applaud such individuals as without them my own PCW trainings would never have reached such a global audience.