Blog: Improvement

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...

Are You a Mentor or a Coach? There’s a Difference

Bob Wiesner | Feb 28, 2017

If there were ever two business terms that can be confused for each other, it’s gotta be “mentor” and “coach.”  I’ve trained executives and...

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...

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...

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...

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...

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...

Why Do You Pursue Business You Know You Can’t Win?

Bob Wiesner | Apr 16, 2016

    Most agencies and marcomms I’ve worked with are populated by leaders with a unique attitude: They are unqualified optimists.  Whatever the challenge, they...

Forget the Past – It Wasn’t That Great Anyway

Bob Wiesner | Apr 16, 2016

We’ve learned that “those who forget the past are doomed to repeat it.”  Very true in most historical contexts. But it’s a potential revenue...

An Over-Reaction to Strengths-Based Coaching?

Bob Wiesner | Jan 09, 2016

  I’ve become a big proponent of strengths-based training and coaching.  I even think it applies to business development and sales efforts. So I...