Blog: leadership

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 Wrong Understanding of Collaboration

Bob Wiesner | Feb 24, 2017

  Research is clear that companies are pushing their people for more and more collaboration.  And their people, especially younger employees, are eager for...

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...

Why Settle? Great Beats Good in All Client Relationships

Bob Wiesner | Sep 23, 2016

  Agencies and professional services teams are differentiated in clients’ minds by more than the quality of their solutions.  Maybe even more important 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...

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...

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,”...

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...