Blog: Culture

Another Strong Case for the Power of Storytelling

Bob Wiesner | Mar 07, 2017

Too many organizations are caught in a dangerous loop.  They are continually chasing quarterly results.  In some cases, even more short-term than that.  This is...

Pitching Requires Focus. So Why Are Your Pitch Teams So Stretched?

Bob Wiesner | Mar 06, 2017

In the lean organization – which describes most agencies and professional services firms – pitch teams are made up of top performers.  And those...

Is Discretionary Energy a Key to Your Business Success?

Bob Wiesner | Mar 06, 2017

Leaders and team members regularly enlist the help of colleagues.  Or should I say expect the help of colleagues.  Yet often, they don’t get...

An Overlooked Problem of Alignment

Bob Wiesner | Feb 24, 2017

Many agencies and professional services firms will readily admit they don’t have a “sales culture.” Their organizations are focused on creativity, innovation, subject matter...

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...

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...

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...

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...

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...

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,...