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Marc DUFRAISSE - AutentiCoach Partners

We create spaces for the growth of people, teams and companies.


Unleash your Potential

Unleash your Potential
Unleash your Potential

Wednesday, 21 February 2018

What if we became human again?

If in the interviews or meetings, we would leave our busy agendas, our ambitious goals, our invasive mobile devices, to be in the moment, listening to people, their feelings, opinions, desires, realities, ambitions....

If, in management relations, we moved from authority, from management through coercion, pressure, fear, to the establishment of individual, adult, open alliances, accepting the diversity and originality of each individual.

If in social relations, we moved from segregation, power relations, labelling, gossip, ... to tolerance, openness, curiosity and interest in others, in their dreams, ambitions, their richness... and difficulties.

If in our lives we moved from scarcity to abundance, from greed to generosity, from competition to collaboration.

If we decided to focus, to know ourselves, to build ourselves from within to give the best of us.

If we learned to listen, to create contexts for genuine exchange, to set up collaborations, to build, to move forward, to progress.

If we stopped being sheep to become lions, soldiers to be actors, resources to be leaders.
Leaders of our lives and dreams

If we respected our values, our ideas, our principles, our true desires?
And be authentic again...

What would happen then?

Tuesday, 2 January 2018

Happy 2018!

Beyond Appearances and Judgments.

Beyond Reasonings and Reason.

Your truth is beyond that. 

It is in you, in your body, in your feelings, in your life,

 in your ability to let go and dare.

I wish you 

that 2018 brings you happiness and growth, 
with challenges and successes that will allow you to find

 Pleasure, Serenity, Fulfillment.

Happy 2018!

Thursday, 16 November 2017

Leadership is about Context & Connection

Companies struggle to create accountability, ownership and leadership at all levels...

The perception is that there are people who decide and others that execute... The relationships tend to be unbalanced, communications are mainly one way, the connection between deciders and doers is low...

What are the consequences?

Collaborators have low levels of motivation, commitment and engagement. The quality and service standards are average. In a difficult economical environment, the levels of tension and stress build up and paralyse the teams further more...

The truth is, neither the managers nor the collaborators feel happy about the situation...
The former don’t feel confident and trusting with their teams and people.
The latter don’t feel listened to nor taken into account and develop automated and routine attitudes.

You know what: This can change!

Leadership is about creating the Connection and Context that enable change and 
deliver performance.
Connection that enhances open and closer communications and develops relationships.
A Context that makes it possible to negotiate alliances with collaborators and teams with a shared commitment on common objectives.

Context & Connection.

Work on these two key drivers and you will create the team engagement and support you've always dreamt of!

The dream team at an arm’s reach! Think about it!

Any thoughts?

Thursday, 19 October 2017

The Four Key Principles of the Wise Leader

A collaborator comes to the wise leader and says:
- I have to tell you about the behaviour of one your team members
The wise leader:
- Let me stop you: Have you passed what you mean to tell me through the three filters test ?
- The three filters ?
- Your words must pass through three filters . The first is the truth. Have you checked that what you want to tell me is true?
- No, I have heard about it and ...
- Well, then you have certainly made it go through the second filter, that of goodness. Is what you want to tell me something good?
- No, quite the opposite ....
- Turning then to the third filter: is what you want to say useful?
- Useful? Not really ...
- Well... if what you want to tell me is neither true nor good nor useful, I prefer not to hear it. As for you, I advise you to just forget it….
- Ok…
- Nonetheless tell me more. I am grateful that you came to see me. I would like to hear more from you. How are you? …  How are you doing? ... How do you see your job? Your results? Any ideas, suggestions, desires, ambitions….? Any engagements I can help you with?

Truth, Goodness, Utility, … Empathy.

Tuesday, 1 August 2017

Wednesday, 22 February 2017

E-motion, energy for movement.

Data never motivated anyone.
Facts either.

What motivates people are emotions.
Emotions are generated by the meaning of what you do or what you want to achieve, through feelings, relationships, sense of belonging, by the group, the team, from the pride of being part of something big, ambitious, generous, that contributes, adds value ...

Until the end of the 20th century we thought humans made decisions only on a rational, objective, logical basis ...

From "I think so I am" to "I feel so I am."

In the late 90's Antonio Damasio scientifically demonstrated that reality is the opposite: decisions are emotional ... Without emotion no evaluation is possible, what is right or wrong, better or worse can not be defined ... no decision is possible .

Emotion is energy.
E-motion, energy for movement.

The industrial revolution was based on people being objective and rational resources for production. Human resources.

The modern, post-industrial world must take into account the emotional dimension in order to motivate and mobilise people.
Today it has become essential to give and bring meaning, share strong human values, build confidence and courage in order to generate commitment and performance within teams.

What do you think?
How do you feel?

Monday, 2 January 2017

Free and Committed

Our challenge is to be free

Free from appearances, prejudices, limiting beliefs, stereotypes, superficialities...
Free from our automatisms, our shortcomings ...

It is difficult to be free ... It is difficult not to compare oneself, not to respond to other's expectations, not to let others define you, not to try to please or to appear...
It's complicated not to be demanding with oneself, not to be dissatisfied, tense.

It is necessary to know yourself ... to have visited each corner of your intimacy ... to have experienced every emotion, feeling, thought, to have looked at yourself in the mirror... It is important to have seen yourself react, to have observed yourself in action, in paralysis, in success, in failure ...

You need to accept, to forgive, to love yourself ...
So you can be committed, take action, dare, go forward...

What do you want for this new year?
What do you commit to?

Tuesday, 15 November 2016

Tao of Leadership : Time for Reflection

Endless drama in a group clouds consciousness. Too much noise overwhelms the senses. Continual input obscures genuine insight.
Do not substitute sensationalism for learning.

Allow regular time for silent reflection. Turn inward and digest what has happened. Let the senses rest and grow still.

Teach people to let go of their superficial mental chatter and obsessions. Teach people to pay attention to the whole body’s reaction to a situation.

When group members have time to reflect, they can see more clearly what is essential in themselves and others.

The Tao of Leadership
John Heider / Lao Tsu

Tuesday, 11 October 2016

Difficult conversations ... Moments of truth

Whether personal, with a parent, or professional, with a collaborator, a boss, a colleague, a client .... we all need, at one time or another, to engage difficult conversations ... moments of truth ...

Moments of truth where our goals, our identity, our image, our influence, our balance are at stake ...
Moments of truth that move us, destabilize us, make us doubt ...

Over time, each relationship develops its preset codes and scripts. Contexts that are installed and that sometimes lock us up and are no longer useful to us. With time the scripts become more difficult to change.

It is time to create a moment of truth. A moment one to one to address the issues that matter ...

A moment to discover the truth of what there is between us, our history, our relationship, our evolution ... the truth of our relational system ...

How you manage the moments of truth?

Tuesday, 20 September 2016

Growing or Aging?

Individuals and organisations can go through different phases during their existence.

  • Growth phases of development where there is openness, learning, flexibility, movement, where are put in place new knowledge, habits, processes. Growth phases focus on innovation and continuous improvement of results.
  • "Aging" Phases where the focus is on stability, established, defined and repeated routines, processes and organisations. Aging Phases are efficient in stable environments, unsatisfactory in changing contexts.

Growth is about being curious, flexible, open,
having fun, doubting, listening, learning, playing.

Aging is knowledge, about knowing, having opinions, judgements, certainties, being rigid, closing oneself.

The challenge for people and for businesses is being able to be always in growth phases.
Is it possible?

People and businesses need to work their self-knowledge, their strategy, their mission, to be able to adapt and have an impact and be successful in the environment or market.

Age, Learn to know Yourself.

Create certainties about yourself, who you are, who you are not, what you want and do not want, what you need and reject. Love yourself!

Grow, Be curious and open.

Doubt everything around you, be humble, open and curious, listen, take an interest, learn. Go beyond appearances, look in all directions front, back, sideways, search, explore.

 Age and Grow

Develop your wisdom from within, being curious, humble, be an apprentice and an innovator with the surroundings and circumstances.

In what phase are you?
And your company?

Wednesday, 6 July 2016

Values ​​and Corporate Culture

What values ​​are shared and respected in your company?

Businesses and companies are under pressure to achieve high levels of production, quality, billing and generate larger results and profitability. One to one and company relationships become tense.
The most basic human values ​​may be set aside, forgotten.

Values ​​are key elements in human organisations.
Strong values ​​increase the feeling of belonging, motivation, enthusiasm, performance, energy.
When human values ​​are not respected it creates demotivation, politicking, harassment, mobbing. It enhances competition and enmity.

What culture is there in your company? 

Companies with strong values ​​can achieve excellence.
In companies without values reaching ​​normal performance standards may seem miraculous. People spend a lot of energy for very
ordinary tasks and results.

What values ​​need to be developed in your company?

A management team must ensure that strong values ​​are respected in the company. They must embody these values. But it is the people, the teams, the organisation that make these values be alive and applied on a daily basis.

Re-connect your people with individual and collective values that ​​strong and inspiring.

What do you think?
What's happening in your company?

Friday, 3 June 2016

Transform Objections into Benefits!!

All Sales People fear Objections. Objections tend to destabilize you when you are presenting the value of your offering. Objections can destroy everything you worked creating.

The main impact an Objection can have on a sales or negotiation relationship is the visible tension, discomfort, uneasiness it can create in you.

What is the difference between an Objection and a Question? Your perception!

When you have an objection the first reaction is to counter-attack, convince of the contrary or justify yourself. Doing so you are not attending your client, you are staying in your agenda, in your head.
Clearly inefficient!

The challenge is to acknowledge and thank your clients for the objection. The fact they actually express it enables your relationship not to be harmed by any unspoken doubts or concerns.

Make a priority of your relationship with your client, not of responding to the objection.

An Objection is an opportunity to know and understand them better.
It is also a proof of your clients’ interest or implication.
Don’t misuse it.

Build the relationship.
Through curiosity, questioning, connection, rapport, discussion, true and open argumentation.

Transform Objections into Benefits!

To learn more about our Sales and Negotiation training and coaching offerings, email to me your request to

Tuesday, 26 April 2016

Mistrust, cancer of organizations.

In organizations the pressure is high and it affects every executive, manager or employee, at all levels. It targets people that produce results ... and could potentially generate even more.

Collaborators need to demonstrate daily they are valid and capable of contributing to the company.
Suspicion is never far away.

Such environments, at human level, are stressful and ineffective. Imprisoning managers and employees into short-term indicator controlled operations does not stimulate innovation nor creativity and discourages any culture of motivation or collaboration.

Switch from mistrust to unconditional trust.
Trust your team. 
After all they have these jobs because you are confident they have the ability to perform there.
Manage them from this perspective. See them at their full potential rather than focus on their shortcomings.

Choose unconditional trust!

What do you think? Is it possible? Realistic?

Sunday, 27 March 2016

Emotional intelligence: the missing link in the enterprise.

The question that is taboo in the workplace: How are you feeling?

Since Descartes and centuries of industrial development we stayed hooked to a certain idea of ​​intelligence ... it has to be rational, logical, technical, scientific, economic ... well ... mental.

Our body is a way to physically bring our highly developed brains from one meeting to the next.

Our emotions must be kept in the cloakroom. They do not belong in business, world of rationality and objectivity.

Or so we think ... because the truth is quite different.

Our truth as individuals, as teams, as businesses is far from being just rational. It is also emotional and physical.

What motivates men is not data or facts, it's passions, ambitions, emotions.
We communicate more with our being than with our words.
Let's become more aware of our individual and collective emotions, of our intuitions.
Let's listen, perceive, understand beyond words or phrases.
We will be all the more effective.

Put emotions at the center of your activities. And really ask the question to your team: 
How are you feeling? this position, this role, this company, this project ?
... and above all, listen to the answer.

What do you think?

Monday, 15 February 2016

The 3 Key Skills for Successful Sales

I was leading a sales workshop some weeks ago and I asked the participants what skills a high performing sales person needed to have to interact with their clients. They listed three main ones:
Focus on your Customer

  • Know products and service offerings by heart
  • Have the ability to present them with confidence and clarity
  • Be able to quickly close a deal.

I was surprised to notice that none of these statement actually mentioned the client. As if a best practice sales process did not depend of them, but only of the sales professional's abilities. Where is the customer in all this?

Sales teams tend to focus on their products, their objectives, their abilities, their agenda.

For me the key to success goes in the opposite direction. Sales people do need to know their products and services, but beyond that, their key skills and abilities should allow them to :

  • Connect with clients
    • Break the ice, build trust
    • Earn the right to ask questions
  • Know and Understand them
    • Do not listen to respond but to understand
    • Listen, do not try to convince.
  • Partner with them
    • Build rapport and Develop the relationship
    • Co-create and Position your offering

Sales teams need to focus on their clients and start adding value NOW.

This is not about pushing, this is about dancing with your clients. To achieve this you need to know them, be present and curious of them. You need to create proximity, intimacy.
Then you can start to design and co-create an offering that hopefully will respond to their expectations and needs. In win-win way.

What do you think?

Monday, 25 January 2016

Purpose and Attitude

What happens in your life?

How are you feeling?
What is your purpose?

The most important is not so much what happens to you ...
The most important is what you do with what happens to you.

You decide how to perceive, interpret and analyze things.
You decide your attitude.

What have you decided in the past?
What do you decide now?

What is your purpose?

What is your attitude?

Thursday, 31 December 2015

Give and Offer.

Abundance is in our plates, our gifts, our possessions.

We offer but we do not give ourselves.
Our generosity is material and we keep our distances.

We need to reconnect with others ...
Not with our money, our gifts, our competitiveness...
But with what we are, with our authenticity,
our love for each other.

Give the world all that you are!