Principles

THINKING ABOUT…

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 …

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 …

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 …

“Even Life-Saving Innovations Don’t Sell Themselves”

Bob Wiesner | February 23, 2017

Growing your revenue, especially when facing the tough competition of a new business pitch, is tough without a great solution.  But a great product or creative idea alone isn't enough.I've said for years that great ideas aren't enough to win …

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 …

More Discomfort Means More Winning Pitches

Bob Wiesner | September 22, 2016

Persuasion is a funny thing.On the one hand, we buy from people we like.  Often, "liking" comes from the perception that we share points of view.  What I like, you like.  So we like each other.Agencies and professional services firms …

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 …

In Defense of Performance Appraisals

Bob Wiesner | August 6, 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 up in the anti-appraisal movement.But not without reservations.My hesitancy had been centered on this: Maybe the problem …

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 …

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