The Behavioral Toolbox: Master the GROW Model for Effective School Consulting

It’s been our experience that the most successful schools have faculty and staff who have “skin in the game.”

"Skin in the game" is an idiom suggesting that people are invested in achieving a goal because the outcomes directly impact them. Behaviorally speaking, when people have “skin in the game,” their behaviors fall under contingencies of both positive and negative reinforcement. Consider a professional football team. Players invest in training hard and cooperating both on and off the field because of the potential valued outcomes associated with performing well and achieving goals like winning games. Conversely, they work hard to avoid poor performance and the aversive outcomes associated with losing. These athletes aren’t just watching; they are deeply engaged in the day-to-day tasks and activities associated with their position.

When educators have skin in the game in your organization, they:

1. Use terms like “we” instead of “you” or “them.”
2. Regularly display school colors on social media.
3. Participate in activities with colleagues outside of work.
4. Focus more on performance and accomplishments than hours worked.
5. Offer support to others, even outside their department.
6. Seek solutions to problems proactively.
7. Strive to better themselves in ways that benefit the school.

Measuring “Skin in the Game”

So how can you, as a behavioral consultant, foster this level of engagement among educators? The answer lies in doing things with educators, not to them. Understand their reinforcers and involve them in every step of the process, from assessment and planning to intervention, data collection, and the dispensing of consequences.

Successful Schools

When educators have skin in the game, their day-to-day behaviors are driven by the accomplishments produced by themselves and others. Their performance is essentially “paid” as they see themselves, the students, and their colleagues moving towards individual and collective goals that benefit all. You can see examples of people with skin in the game in extreme situations associated with the military and war, or in more benign circumstances like a family working together on a farm. In schools where faculty, staff, and administration share a common vision and values, they are much more likely to work individually and collectively to achieve goals and be successful.

Applying the GROW Model

The GROW model is based on the work by Neil Rackham of SPIN Selling, where extensive research on over 35,000 sales calls revealed a critical insight: asking open-ended questions is significantly more effective than simply telling. This approach fosters engagement, encourages reflection, and helps individuals identify obstacles and envision positive outcomes.

Many of us, including behavioral consultants, often fall into the trap of telling people why they should want to make a change. However, this approach can inadvertently turn people off and create resistance. The real trick lies in asking the right questions in the right way. By doing so, we invite individuals to explore their own motivations, uncover their reinforcers, and see the value in making changes themselves.

We are essentially "selling" behavior change, and to help classroom or school leaders see the value of making these changes and understand they have skin in the game, the GROW model—Goals, Reality, Options, Will—proves invaluable. This model guides leaders through a process of self-discovery and empowerment:

Goals and Facts

Open-ended questions to determine educators' reinforcers:

• What are your goals regarding behavior management?
• How many students and teachers are in your class or school?
• What classroom/behavior management training has been provided in the past?
• What do you hope to achieve?

These questions are designed to help educators articulate what is important to them. By understanding their goals and gathering facts about their current situation, you can identify the reinforcers driving their behavior.

Reality

Open-ended questions to reflect on what's blocking access to reinforcers:

• How does problem X impact your ability to teach or lead?
• How does problem X affect student or teacher morale and retention?
• What are the current issues with your behavior management system?

These questions probe for problems, points of dissatisfaction, and challenges that educators face. Reflecting on these realities helps uncover the barriers that prevent them from accessing their reinforcers.

Other Problems

Open-ended questions to uncover other areas of concern:

• What feedback have you had about behavior in your classroom or school?
• What are the ripple effects of the problems associated with the current reality?
• How difficult is it to manage behavior currently?

These questions delve deeper into the consequences of the problems identified, helping educators recognize areas they may not have previously considered. This broader understanding can illuminate additional issues impacting their ability to achieve their goals.

What-Will-Would

Open-ended questions to help visualize potential outcomes and willingness to change:

• What would it look like if problem X were gone?
• Will more teaching and leading occur?
• What steps do you believe are necessary to achieve better behavior management outcomes?
• What if I were able to help you remove these obstacles, would you be willing to...?

These questions focus on solutions rather than problems, helping educators envision a positive future. By asking what will and would happen, you guide them to consider the benefits of change and assess their readiness to implement new strategies.

Call to Action

By using the GROW model, you can help educators identify their goals, understand the reality of their situation, recognize additional problems, and explore potential solutions. This process not only highlights the value of change but also reinforces the concept of having skin in the game.

Enroll in Our Courses at The Behavioral Toolbox

Ready to make a significant impact on school culture and performance?

At The Behavioral Toolbox, we provide comprehensive courses designed specifically for behavioral consultants in schools. Our coursework empowers you with practical, evidence-based interventions and strategies to improve behavior and performance in educational settings. Here’s a glimpse of what you can expect:

Our System for School Consulting

Our first course, Ready, Set, Consult!, offers a systematic overview that includes:

1. Assess: Conduct thorough assessments to identify key areas for improvement.
2. Involve: Engage all stakeholders to ensure buy-in and collaborative effort.
3. Train: Provide targeted training to develop necessary skills and knowledge.
4. Coach: Offer continuous coaching to support the application of new strategies.
5. Evaluate: Regularly evaluate progress to ensure effectiveness and make necessary adjustments.

Practical Interventions Beyond FBAs

Move beyond traditional Functional Behavior Assessments (FBAs) with our innovative and practical interventions When Not to FBA: 5 Quick Strategies for Improving Behavior in the Classroom. Learn strategies that are directly applicable in the classroom, fostering immediate and sustainable improvements in behavior and performance.

Coming Soon: Motivational Interviewing Course

If you like the idea of GROW Questions, then you are going to love our upcoming course on Motivational Interviewing. It is a deep dive into the power of Open-ended Questions, Affirmations, Reflections, and Summaries as a well-researched approach for overcoming ambivalence or even the most difficult resistance by facilitating meaningful conversations that inspire change. This course will help you:

• Engage with educators and students effectively.
• Understand and address resistance to change.
• Use motivational interviewing techniques to promote positive behavior and performance.

Join Us Today!

Enroll now at The Behavioral Toolbox and become part of a community dedicated to making schools better places for educators and students alike.

About the Author

Specializing in human performance, coaching, and organizational leadership, Dr. Paul "Paulie" Gavoni is a behavior scientist and educator who has worked across education and human services for almost three decades. In this capacity, he has served the needs of children and adults through various positions, including COO, Vice President, Director of School Improvement, Leadership Director, Professor, Assistant Principal, School Turnaround Manager, Clinical Coordinator, Therapist, District Behavior Analyst, and Director of Progam Development and Public Relations at PCMA. Dr. Gavoni is passionate about applying Organizational Behavior Management (OBM), or the science of human behavior, to make a positive difference in establishing safe, productive, and engaging environments that bring out the best in faculty and staff so they can bring out the best in the learners they serve. He is an active board member of the Opioid Awareness Foundation and World Behavior Analysis Day Alliance.

Known for his authenticity and practical approaches, Dr. Gavoni is the host of the Top 1.5% globally ranked Crisis in Education Podcast and a sought-out speaker at various Educational and Behavior Analytic Conferences Internationally. He a the Wall Street Journal and USA Today best-selling co-author of The Scientific Laws of Life & Leadership: Behavioral Karma; Quick Wins! Accelerating School Transformation through Science, Engagement, and Leadership; Deliberate Coaching: A Toolbox for Accelerating Teacher Performance; and MMA Science: A Training, Coaching, and Belt Ranking Guide. Dr. Gavoni is proud to introduce OBM and Applied Behavior Analysis to worldwide audiences through his numerous publications and his work with PCMA to create productive, safe, and positive cultures.

Beyond his work in education and human services, Dr. Gavoni is also a former Golden Gloves Heavyweight Champion and a highly respected striking coach in combat sports. Coach “Paulie Gloves,” as he is known in the Mixed Martial Arts (MMA) community, has trained world champions and UFC vets using technologies rooted in the behavioral sciences. Coach Paulie has been featured in the books Beast: Blood, Struggle, and Dreams a the Heart of Mixed Martial Arts, A Fighter’s Way, and the featured article Ring to Cage: How four former boxers help mold MMA’s finest. He is also an author who has written extensively for various online magazines such as Scifighting, Last Word on Sports, and Bloody Elbow, where his Fight Science series continues to bring behavioral science to MMA. Finally, Paulie was also a featured fighter in FX’s highest-rated show at the time, The Toughman, and as an MMA coach in the Lifetime reality series Leave it to Geege.