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...

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....