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A Huge Flaw in the Pitch Process

Bob Wiesner | June 12, 2018

"Customer experience" is recognized as a huge part of marketing. Once a brand knows what it wants to be, every touchpoint with potential and loyal customers has to reinforce that perception. It's become a huge part of differentiation and purchase preference, …

Why Don’t You Pursue Organic Growth?

Bob Wiesner | May 29, 2018

Prevailing sales wisdom is clear. Organic growth is the best way to add to the top and bottom lines. McKinsey makes a simple, compelling case right here. Yet too many agencies and firms invest way more resources in new business pursuits. I …

Why Have a Personal Value Proposition?

Bob Wiesner | May 15, 2018

We've all been hammered relentlessly with the importance of fitting in with culture, being part of a team, showing some humility. Maybe some companies have taken this too far. In my work, I've seen many new hires at organizations who fit in …

The Missing Key to Executive Coaching

Bob Wiesner | May 1, 2018

Every organization has strong performers on the leadership team. And, often, some who are not as strong. The enlightened firm will make an effort to improve that person's performance. Executive coaching is the method of choice for many. It can have …

When Winning Leads to Losing

Bob Wiesner | April 17, 2018

Some new business pursuit leaders are delusional. I'm sorry to say it. But some kid themselves into thinking they - and their teams - are better at pursuits and pitches than they really are. In most cases, these leaders were, at …

Don’t Let Credibility Damage Your New Business Pursuits

Bob Wiesner | April 3, 2018

Credibility is at the core of trust. Maister & Green in "The Trusted Advisor" made that clear. Credibility is also crucial to new business pursuits. Prospect decision-makers, especially at the C-Level, won't consider your agency or firm if you don't have …

The Hidden Source of Workplace (Un)Wellness

Bob Wiesner | March 20, 2018

Ever see a stat or a fact or a quote that stops you in your tracks? I did, early in this article from McKinsey on wellness at work: When Bob Chapman,┬áthe CEO of global engineering company Barry-Wehmiller, talks about the impact that …

The Folly of Full Utilization

Bob Wiesner | March 6, 2018

It's time to end the pursuit of "full utilization." Yeah, all of us who've been in management positions in professional services firms or ad agencies have been required to chase that 100% (or more) utilization target. Always seemed to make mathematical …

One Thing Losing Teams Fail to Realize

Bob Wiesner | February 20, 2018

Winning is a habit. And so is losing. New business pursuit teams that are stuck in losing streaks are desperate for a way to reverse their fortunes. Unfortunately, the methods they try often don't work. Here are some frequently futile "solutions": …

Two Critical Skills for Team Success

Bob Wiesner | February 6, 2018

The importance of learning and development in today's organizations doesn't need a lengthy explanation. Leaders seem to get it. The challenge for leaders is this: often there's not nearly enough money to spend on training and not nearly enough time available …

“innovation” with a lower case “i”

Bob Wiesner | January 23, 2018

What does innovation mean to you? Do you think of major developments in products and processes? Sure, that's vital for some companies. Let's call that "Innovation with an upper-case I." By contrast, there's another form of innovation that I think is …

First, Earn the Trust of Your Team

Bob Wiesner | January 9, 2018

Two team members are getting into the elevator. The doors open and their recently-hired boss steps out, makes little eye contact, grunts a quick "hi," and hurries down the hall. What happens next? A. The team members barely notice it, get …

Leaders Are Everywhere If You Know Where to Look

Bob Wiesner | December 19, 2017

Leadership is a level on the organization chart. In many companies, those who sit in this position aren't all that great at leading. There's another way of looking at it. Leadership is a mindset that's demonstrated through skills, attitudes, communication, strengths, and …

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 …

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