“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...

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...

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...

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...

Do Your Pitch Teams Create or Drain Energy?

Bob Wiesner | Sep 22, 2016

In most agencies and professional services firms, pitching for new business exists as an addition to most teams’ daily responsibilities.  So there’s going to...

Many Learning Moments Create One Learning Culture

Bob Wiesner | Sep 22, 2016

  A learning culture predicts an organization with the capacity for growth, innovation, and highly-engaged work teams.  Evidence of this abounds. The challenge is...

The Extra Mile Isn’t About Distance – It’s About Energy

Bob Wiesner | Sep 22, 2016

  We’ve all been urged to go the extra mile.  We’ve encouraged, assessed, compensated and dismissed our employees for going (or not going) the...

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...