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...

In Defense of Performance Appraisals

Bob Wiesner | Aug 06, 2016

As news and commentary on the imminent demise of the performance appraisal has flooded the business press (and social media), I’ve found myself swept...

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.”...

Can a Small Organization Be a Learning Organization?

Bob Wiesner | Aug 06, 2016

We live in a world of Knowers and Learners.  We see it in education, relationships, and politics. It’s true in business for sure.  Evidence...