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,”...

Don’t Fool Yourself into Believing You Have a Chance to Win

Bob Wiesner | Aug 05, 2016

Deconstructing agency pitch wins (or losses) from the outside is problematic.  Client decision making is often complicated and emotional.  What you read in the...

Why Does Your Great Talent Produce Small Ideas?

Bob Wiesner | Aug 05, 2016

  If you want innovative, creative solutions, naturally you’ll hire innovative, creative people and teams. You’ll need way more than that. You’ll need to...

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?”...

Stop Hiding Behind Your Clients

Bob Wiesner | Jul 06, 2016

  “New business is everyone’s business.” You’ve heard that before. So why do so many professional services firms and ad agencies grow at abysmal...

The Case for Management Training Over Leadership Training

Bob Wiesner | Jul 05, 2016

  If you have a limited training budget – and which professional services firm or agency doesn’t – you’ve got tough choices to make....

Removing A Barrier to Better Decision-Making

Bob Wiesner | Jul 05, 2016

  I’m fascinated by the decision-making processes used – or abused – by business teams.  It’s especially interesting (like a train wreck is interesting)...

Don’t Fix the Problem – Reinvent the Future

Bob Wiesner | Apr 16, 2016

  Many agencies and professional services firms say they want to reinvent themselves.  “Disrupt!” they say.  Invent a whole new way of working. That’s...

If You’re a Manager Someone is Always Watching

Bob Wiesner | Apr 16, 2016

  Few would dispute the idea that we have less and less direct contact with those with whom we work.  That covers our clients,...