Performance Effectiveness

THINKING ABOUT…

There’s No Hope in Pitching

Bob Wiesner | December 5, 2017

Strange title for a post from someone who has been called "The Pitch Doctor" by some clients.My goal is to make my clients' pitches stronger, more persuasive, more distinctive. And, often, to insert more confidence (I like to say "swagger") …

How Can You Interview for Culture Fit Without Knowing Your Culture?

Bob Wiesner | November 21, 2017

It's nearly a cliche', but ignore at your peril: Companies hire for the experience they want. They fire when the person with that experience doesn't fit the company's culture.We've known this for years. As a result, there's been increased emphasis …

Do You Give Your Pitch Teams a Pep Talk?

Bob Wiesner | November 7, 2017

I admit I haven't thought much about pep talks.  A team has worked its collective asses off, putting together a high stakes presentation or pitch.  They might be exhausted, but they ought to be psyched and ready to kill it. …

Hate Rehearsing? Blame Your Caveman Ancestors

Bob Wiesner | October 24, 2017

Successful presenting and pitching requires rehearsal. I rarely get an argument about this, at least in principle.When I do get pushback, it's usually from an individual who feels that rehearsal is necessary for everyone else. Not for him or her. …

Resilience Without Rest and Recovery: Short-Lived and Futile

Bob Wiesner | October 10, 2017

Mindset may be the most important skill for employee engagement and success.  Mindset predicts one's grit, one's resilience. And resilience is needed now, more than ever, as we are faced with more priorities and fewer resources.Resilience is also misunderstood.  At …

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 …

If Your Idea is Big, Don’t Look Small When You Present It

Bob Wiesner | September 12, 2017

One of the true gurus of presentations and pitching skills - Peter Rogen - used to say "Big ideas require big space."  He was usually referring to the physical size of display of the idea (which was often boards or …

Long Hours Lead to Short Gains

Bob Wiesner | August 22, 2017

I've told this story several times because it says so much, and it's absolutely true.A coaching client was once considering leaving her agency job.  She had tons of experience, and was clearly on the verge of promotion.  Serving as her …

A Different Take on Self-Care

Bob Wiesner | July 11, 2017

There seems to be increased interest in the well-being of employees, as there should be.  Most agencies and professional services firms are leaner than ever.  The competitive arena is more uncertain (VUCA, anyone?). They are more driven to grow revenue.This …

Another Strong Case for the Power of Storytelling

Bob Wiesner | March 7, 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 especially frustrating for those in business development.  Pressure to close is always strong, especially as you …

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 …

Is Discretionary Energy a Key to Your Business Success?

Bob Wiesner | March 6, 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 the support they anticipated.This will lead to common complaints: The other guy isn't pulling their weight. …

Time Management a Problem? Then Why Are You in That Pitch?

Bob Wiesner | February 28, 2017

Agencies and professional services firms are understaffed and overworked.  Success hinges on focusing on the highest priorities and keeping people as engaged and motivated as possible. Talk about stating the obvious. These organizations also need to aggressively pursue growth or they …

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

Bob Wiesner | February 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 manager in mentoring and in coaching.  At times, even I've used the terms interchangeably. That's fine, if you're …

The Wrong Understanding of Collaboration

Bob Wiesner | February 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 it.  Even demanding it.With more collaboration, it's that much more troubling that so many companies have the …

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