Blog: Pitching

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...

Another Strong Case for the Power of Storytelling

Bob Wiesner | Mar 07, 2017

Too many organizations are caught in a dangerous loop.  They are continually chasing quarterly results.  In some cases, even more short-term than that.  This is...

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...

Time Management a Problem? Then Why Are You in That Pitch?

Bob Wiesner | Feb 28, 2017

Agencies and professional services firms are understaffed and overworked.  Success hinges on focusing on the highest priorities and keeping people as engaged and motivated...

An Overlooked Problem of Alignment

Bob Wiesner | Feb 24, 2017

Many agencies and professional services firms will readily admit they don’t have a “sales culture.” Their organizations are focused on creativity, innovation, subject matter...

“Even Life-Saving Innovations Don’t Sell Themselves”

Bob Wiesner | Feb 23, 2017

Growing your revenue, especially when facing the tough competition of a new business pitch, is tough without a great solution.  But a great product...

Three Ways to Reduce the Stress of New Business

Bob Wiesner | Sep 23, 2016

  In a perfect world, everyone in your agency or professional services firm would be dying to get involved in new business.  It’s ought...

More Discomfort Means More Winning Pitches

Bob Wiesner | Sep 22, 2016

  Persuasion is a funny thing. On the one hand, we buy from people we like.  Often, “liking” comes from the perception that we...

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...