Change

THINKING ABOUT…

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 …

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 …

Be an Assertive Leader Without Being a Jerk

Bob Wiesner | August 5, 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," but there is M-E.  Not sure why no one's pointed that out before.  But I digress.)Many leaders …

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 …

Want to Prevent Growth? Stop Training Your Managers

Bob Wiesner | April 16, 2016

Ever wonder what it would be like to work in a company run by Millennials?  The New York Times did, and published this article.Perhaps it won't surprise you that the organization in question displays a whole lot of questionable management behaviors. …

Want Behavior Change? Get the Sequence Right

Bob Wiesner | January 8, 2016

Organizations going through change can put a lot of pressure on their employees to engage in new behaviors.  That's why  most change initiatives happen in the first place.  The current set of behaviors aren't getting the results the company wants, …

Culture Change Needs Emotional Change

Bob Wiesner | January 7, 2016

Leaders are increasingly aware of the impact of company culture on employee engagement and performance.   And with that awareness has come increased emphasis on understanding, and adjusting, employee behaviors to align with company culture.And there's an equal interest in …

Do You Value Emotional Intelligence in Your Sales Leaders?

Bob Wiesner | September 7, 2015

There's plenty of  literature on the importance of emotional intelligence in business leadership.  Many organizations and agencies I meet understand it, even if they don't make it a priority in developing and evaluating their leaders.Taking it down a level or …

Business Development: Three Changes You Must Make

Bob Wiesner | January 24, 2015

If you want to sell more effectively and win more pitches, you must adjust to the new buying environment.  Sadly, too many agencies and firms aren't making the necessary changes.This HBR Blog article confirms my experience as a consultant.  Here are …

Change Management: Goals and Roles

Bob Wiesner | January 19, 2015

The rules of successful change management have been published over and over.  And for good reason. Transformation only happens when conditions are carefully set.This HBR article in 2012 provides five rules for managing unpopular change.  With only minor modification, they …

Four Steps to Get the Company Mission Right

Bob Wiesner | December 9, 2014

It's amazing.  With millions of words written about mission statements, there are still agencies and professional services firms who can't get it right.  And they don't realize the consequences of it.Research now available strongly shows how important it is that …

More Powerful Storytelling

Bob Wiesner | August 14, 2013

It's  well established that storytelling is an important element of successful pitching and presenting.  This excellent article from Fast Company makes the case.  And it offers some fine tips. Here are the top ones that should be most relevant to …

The Deadly Title Creep

Bob Wiesner | March 7, 2013

I'm really interested in how well agencies and other businesses are integrating Millennials into the workforce.  This is probably a bigger issue in advertising and marketing communications than in any other industry outside Silicon Valley.Here is a useful article from …

Great Players Need Great Coaches

Bob Wiesner | January 18, 2013

This is a great article on the importance of creating an environment where strong performers can actually perform to the level of their greatness.I've written about this before.   My point has always been that business leaders need to establish …

Communicate Early and Often

Bob Wiesner | January 14, 2013

Managing change is about the hardest thing a leader has to do.  The odds can be stacked against you.  Most major change initiatives fail.That said, here's an excellent story from HBR on lessons learned from a global survey of executives. …

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