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Three Ways to Reduce the Stress of New Business

Bob Wiesner | September 23, 2016

In a perfect world, everyone in your agency or professional services firm would be dying to get involved in new business.  It's ought to be a chance to work on high-energy, high-stakes project that will stretch capabilities, providing tons of …

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 …

Do Your Pitch Teams Create or Drain Energy?

Bob Wiesner | September 22, 2016

In most agencies and professional services firms, pitching for new business exists as an addition to most teams' daily responsibilities. So there's going to be a potential issue of effort and energy to address.Pitching is - or has to be - …

Many Learning Moments Create One Learning Culture

Bob Wiesner | September 22, 2016

A learning culture predicts an organization with the capacity for growth, innovation, and highly-engaged work teams.  Evidence of this abounds.The challenge is creating that culture, especially when agencies and professional services firms are lean, stretched to maximum capacity, and lacking …

The Extra Mile Isn’t About Distance – It’s About Energy

Bob Wiesner | September 22, 2016

We've all been urged to go the extra mile.  We've encouraged, assessed, compensated and dismissed our employees for going (or not going) the extra mile.  And we've hired and fired agencies  and consultancies for that extra mile thing.The concept exists because …

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 …

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 …

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 …

Can a Small Organization Be a Learning Organization?

Bob Wiesner | August 6, 2016

We live in a world of Knowers and Learners.  We see it in education, relationships, and politics.It's true in business for sure.  Evidence says that organizations with a learning culture adapt, innovate, and succeed.Of those who have studied and published on this, …

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 …

Don’t Fool Yourself into Believing You Have a Chance to Win

Bob Wiesner | August 5, 2016

Deconstructing agency pitch wins (or losses) from the outside is problematic.  Client decision making is often complicated and emotional.  What you read in the press, or what the CMO tells the winning and losing agencies, may not reveal what really …

Why Does Your Great Talent Produce Small Ideas?

Bob Wiesner | August 5, 2016

If you want innovative, creative solutions, naturally you'll hire innovative, creative people and teams.You'll need way more than that.You'll need to put in place the conditions within which they can innovate and create.  That will include access to information and …

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