In tennis coach education, the focus often revolves around improving players’ tactics and techniques. While these skills are vital, they only make up part of the job for full-time coaches. For many of us, the day-to-day reality includes juggling business responsibilities like marketing, promotion, administration, and sales. But there’s one critical skill that often goes overlooked: managing upwards.
If you don’t own your venue, no matter how great you are at coaching or business, you’re reliant on others—line managers, committees, or stakeholders—for your place on court. Navigating these relationships can make or break your career, yet it’s a topic that rarely gets attention in coach education or mentoring programs.
Over the past 24 years, I’ve worked with countless stakeholders and learned valuable lessons in building trust, managing expectations, and ensuring mutual success. In this article, I’ll share why managing upwards is essential and give you a glimpse into what I teach in my new course, From Coach to Entrepreneur.
Why Managing Upwards Matters
For coaches without their own venues, success isn’t just about how well you coach your players. It’s also about how well you collaborate with the people above, across, and below you in your organizational hierarchy. Here’s why managing upwards is so crucial:
- You’re Part of a Bigger System
As a coach, your goals often align with those of your venue, whether that’s growing memberships, increasing participation, or delivering programs. Understanding the bigger picture and showing that you’re invested in the venue’s success makes you an invaluable asset. - Stakeholders Have the Power
Committees, managers, and owners often make decisions that affect your livelihood. Building strong relationships and ensuring open communication can help you anticipate challenges, influence decisions, and protect your interests. - Collaboration Leads to Longevity
Tennis is a competitive industry, and there are always external pressures—from other coaches, clubs, and organizations. Coaches who foster collaborative relationships are more likely to secure their positions long-term and be seen as indispensable to their venues.
What Managing Upwards Looks Like in Practice
Managing upwards isn’t about being subservient or trying to please everyone. It’s about building relationships, showing initiative, and demonstrating the value you bring. Here are a few strategies that have worked for me:
- Communicate Clearly and Regularly
- Keep stakeholders informed about your programs, successes, and challenges. For example, sending monthly updates on player progress or participation numbers can show your impact on the venue.
- Proactively share ideas and solutions to potential problems rather than waiting for issues to arise.
- Align Your Goals with Theirs
- Understand what matters most to your venue. Are they focused on growing memberships? Maximizing court usage? Generating revenue? Tailor your programs and communication to align with these goals.
- For example, if the committee wants to attract more junior players, emphasize how your programs engage younger players and create pathways for long-term membership.
- Build Relationships Across Levels
- Don’t just focus on the people above you. Build connections with staff, other coaches, and club members. A strong network ensures you have allies and advocates across the board.
- Be approachable and visible. Attend club events, socialize with members, and show that you’re invested in the community.
- Showcase Your Value
- Regularly demonstrate how your work contributes to the venue’s success. Whether it’s sharing success stories, running well-attended programs, or delivering financial benefits, make sure stakeholders know the value you bring.
- For example, provide data on court usage or program retention rates to highlight your contributions.
- Handle Feedback Professionally
- Stakeholders will occasionally criticize or challenge your decisions. Instead of taking it personally, view it as an opportunity to learn and grow. Show that you’re open to constructive feedback and willing to adapt.
Why This Isn’t Taught in Coaching Courses
Despite its importance, managing upwards rarely features in coach education programs. The focus tends to be on on-court skills rather than the off-court realities of running a coaching business. However, as coaching becomes increasingly professionalized, we need to recognize that being a successful coach isn’t just about teaching players—it’s about managing relationships, marketing your programs, and contributing to the larger ecosystem of the sport.
In my experience, coaches who lack these skills often struggle to secure long-term positions or face constant challenges with venue management. It’s time for coach education to evolve and address these gaps.
Introducing: From Coach to Entrepreneur
If you’ve ever felt unprepared for the business side of coaching, my new course, From Coach to Entrepreneur, is designed for you. In this course, I go beyond the tactics and techniques of tennis and dive into the real-world skills you need to succeed as a professional coach.
One of the key modules is Managing Upwards, where I’ll share:
- Proven strategies for building better relationships with stakeholders.
- How to align your goals with your venue’s priorities.
- Practical examples of effective communication and collaboration.
- How to secure your position and grow your influence at your venue.
You’ll also learn about:
- Marketing your programs.
- Building a sustainable coaching business.
- Balancing coaching and administration effectively.
Coaching doesn’t have to feel like a solo journey. By learning to manage upwards—and across—you can take control of your career and create lasting success.
Is It Time to Focus on Managing Upwards?
The tennis industry is evolving, and coaches need to evolve with it. Managing upwards isn’t just a skill for corporate jobs—it’s a vital part of being a professional coach. By mastering this art, you can build better relationships, create more opportunities, and ensure a long and successful career.
Ready to level up your coaching career?
Check out my course, From Coach to Entrepreneur, and start mastering the business side of coaching today. Learn more here!
Let’s not just coach players—let’s coach our careers.
