Blog: Client Relationships

Big Is The Enemy of Great

Bob Wiesner | Aug 08, 2017

  It might have been advertising giant Bill Bernbach who said “the pursuit of perfection is the enemy of excellence.” Sure sounds like something...

Innovation Means Breaking Category Conventions

Bob Wiesner | Jul 25, 2017

  Creativity.  Innovation.  Disruption.  Words used so often in so many businesses that I’m no longer sure they mean anything. Prospects and clients want...

Pitching Requires Focus. So Why Are Your Pitch Teams So Stretched?

Bob Wiesner | Mar 06, 2017

In the lean organization – which describes most agencies and professional services firms – pitch teams are made up of top performers.  And those...

Why Settle? Great Beats Good in All Client Relationships

Bob Wiesner | Sep 23, 2016

  Agencies and professional services teams are differentiated in clients’ minds by more than the quality of their solutions.  Maybe even more important is...

Two Reasons You Can’t Grow Your Key Accounts

Bob Wiesner | Sep 22, 2016

  Growth and profitability have become increasingly challenging for the  advertising agency world – and all of marketing communications for that matter.  That’s not...

It Should Take a Long Time to Write a Short Email

Bob Wiesner | Sep 22, 2016

  A client asked me recently about my business.  Thankfully, it’s going quite well, but it’s very time consuming.  One thing I noted is...

The Missing Statistic in Your Client Relationships

Bob Wiesner | Sep 22, 2016

How do you measure success? It’s a question you’re getting more and more often from your C-Level clients and prospects.  Whether you’re a marketing...

Raise Your Business Development Efforts By Aiming Higher

Bob Wiesner | Aug 06, 2016

Does this sound like your new business strategy? “We will pursue this target because we can do a better job than their current provider.”...

The Core Elements of a Real Sales Culture

Bob Wiesner | Jul 08, 2016

  “I want to have a sales culture!” I hear it all the time. Ok, fine, let’s talk about it.  Do you know what a...

The Right Time Horizon for Sales Planning

Bob Wiesner | Jul 06, 2016

  Annual sales goals.  Quarterly drive periods.  And then, of course, sales management pushing for “what can you close in the next 30 days?”...