Entrepreneurial Coaching : how processes vary to reach entrepreneur’s and investors’ goals in SMEs

For participants in Entrepreneurial Coaching, it is crucial to know how to perform to assure a positive outcome for the entrepreneur and or company. Besides, investors invest in rapidly growing SMEs which could have an effect on Entrepreneurial Coaching. The aim of this study is to extent the research on Entrepreneurial Coaching by studying the relationship between learning outcomes and coaching functions, the effect of the entrepreneurs’ and coaches’ background and the influence of an investor on EC. First, we find that specific learning outcomes of entrepreneurs are related to specific coaching functions of coaches, strongly depending on whether the coach is an investor and that these develop over time. We find that a trusting personal relationship has to be established between a coach and entrepreneur, before the entrepreneur can open up on personal-related issues. Second, we find that various characteristics of Entrepreneurial Coaching such as those of entrepreneurs, coaches, the process itself and especially the personal relationship between the coach and entrepreneur, influences the process and outcomes. Third, for investors the coachability of an entrepreneur is one of the most crucial conditions in the investment decision, and often entrepreneurs that are not coachable will likely not receive an investment.