At least once a week, I receive the following phone call: “Hi there, we need to do some training in our organization, can you help with that?” The request seems like the start of a great conversation, but then it derails rapidly when I ask follow-up questions like “why” and “what kind of challenges would you like to address?” These shouldn’t be tough questions, but sadly, they often catch the prospective client by surprise. If medical doctors received the same kinds of requests leadership and team development coaches receive, it might look something like this: