Blog: Change

The Wrong Understanding of Collaboration

Bob Wiesner | Feb 24, 2017

  Research is clear that companies are pushing their people for more and more collaboration.  And their people, especially younger employees, are eager for...

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.”...

Be an Assertive Leader Without Being a Jerk

Bob Wiesner | Aug 05, 2016

You can’t spell “assertive” without a-s-s.  That doesn’t mean that the assertive leader has to be an ass. (BTW, there’s no I in “team,”...

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...

Want to Prevent Growth? Stop Training Your Managers

Bob Wiesner | Apr 16, 2016

  Ever wonder what it would be like to work in a company run by Millennials?  The New York Times did, and published this...

Want Behavior Change? Get the Sequence Right

Bob Wiesner | Jan 08, 2016

Organizations going through change can put a lot of pressure on their employees to engage in new behaviors.  That’s why  most change initiatives happen...

Culture Change Needs Emotional Change

Bob Wiesner | Jan 07, 2016

  Leaders are increasingly aware of the impact of company culture on employee engagement and performance.   And with that awareness has come increased...

Do You Value Emotional Intelligence in Your Sales Leaders?

Bob Wiesner | Sep 07, 2015

  There’s plenty of  literature on the importance of emotional intelligence in business leadership.  Many organizations and agencies I meet understand it, even if...

Business Development: Three Changes You Must Make

Bob Wiesner | Jan 24, 2015

  If you want to sell more effectively and win more pitches, you must adjust to the new buying environment.  Sadly, too many agencies...

Change Management: Goals and Roles

Bob Wiesner | Jan 19, 2015

The rules of successful change management have been published over and over.  And for good reason. Transformation only happens when conditions are carefully set....