Client Relationships

THINKING ABOUT…

Don’t Let Your Stars Burn Out

Bob Wiesner | September 26, 2017

Recent emphasis among enlightened organizations has been on identifying and retaining the best employees. Training efforts designed to remediate for people who have weaknesses are being replaced by programs that build on the strengths of the top performers.This is a …

Big Is The Enemy of Great

Bob Wiesner | August 8, 2017

It might have been advertising giant Bill Bernbach who said "the pursuit of perfection is the enemy of excellence." Sure sounds like something Bernbach would believe in.  The quote argues the case for perspective, for timeliness, even for marketing, sales …

Innovation Means Breaking Category Conventions

Bob Wiesner | July 25, 2017

Creativity.  Innovation.  Disruption.  Words used so often in so many businesses that I'm no longer sure they mean anything.Prospects and clients want to do business with providers who can make a real difference.  A measurable one that builds and sustains …

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

Bob Wiesner | March 6, 2017

In the lean organization - which describes most agencies and professional services firms - pitch teams are made up of top performers.  And those performers have full-time jobs outside of the pitch team.It's reality.  But it might be a big …

Why Settle? Great Beats Good in All Client Relationships

Bob Wiesner | September 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 the quality of the relationship.  Yet this area seems to be on a steady downward trend.  And …

Two Reasons You Can’t Grow Your Key Accounts

Bob Wiesner | September 22, 2016

Growth and profitability have become increasingly challenging for the  advertising agency world - and all of marketing communications for that matter.  That's not news.Agencies have been trying countless ways to change this.  New offerings, new talent, new fee structures, mergers, …

It Should Take a Long Time to Write a Short Email

Bob Wiesner | September 22, 2016

A client asked me recently about my business.  Thankfully, it's going quite well, but it's very time consuming.  One thing I noted is the amount of time required to get out key emails and proposals."But by now you probably have …

The Missing Statistic in Your Client Relationships

Bob Wiesner | September 22, 2016

How do you measure success?It's a question you're getting more and more often from your C-Level clients and prospects.  Whether you're a marketing communications firm, an ad agency, or anything in the professional services space, you have to be able …

Raise Your Business Development Efforts By Aiming Higher

Bob Wiesner | August 6, 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."This is a confident, maybe even assertive, statement.  That's the good news.The bad news is this: It might …

The Core Elements of a Real Sales Culture

Bob Wiesner | July 8, 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 sales culture is?  How will you create it?  How will you measure it?I usually hear one of two responses …

The Right Time Horizon for Sales Planning

Bob Wiesner | July 6, 2016

Annual sales goals.  Quarterly drive periods.  And then, of course, sales management pushing for "what can you close in the next 30 days?"Too many plans and measurements are based on time frames that are important for the company or its …

Forget the Past – It Wasn’t That Great Anyway

Bob Wiesner | April 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 killer for many agencies and professional services firms.When I ask an agency leader why she continues to …

One Overlooked Area of Differentiation

Bob Wiesner | March 23, 2016

Got a pain?  Having trouble pinpointing the cause?Maybe you've gone from doc to doc, including some alternative healthcare practitioners as well.Finally, you found someone who's able to put their finger on exactly the cause.  How do you feel now?Most people …

Do Your People Know Your Purpose?

Bob Wiesner | March 23, 2016

Nearly all agencies and professional services firms are wrestling with the fundamental issue of purpose.And if they're not, they should be.The importance of understanding the company's purpose sits higher and higher on the list of priorities among today's younger workers. …

Is the Prospect Visiting? Four Must-See’s for the Tour

Bob Wiesner | September 7, 2015

One of the key reasons I hear for a prospect tour of an agency or firm during the pitch process is for the prospect to get a sense of the organization's "culture."  But what are they really looking for?And what in blazes …

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