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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 …

Stop Hiding Behind Your Clients

Bob Wiesner | July 6, 2016

"New business is everyone's business."You've heard that before.So why do so many professional services firms and ad agencies grow at abysmal rates?  Here's what I've seen.  It's an accountability problem. Tell me if this sounds like your company.Senior people - …

The Case for Management Training Over Leadership Training

Bob Wiesner | July 5, 2016

If you have a limited training budget - and which professional services firm or agency doesn't - you've got tough choices to make.  Here's one typical decision: Do you invest in leadership training or in management training?Lots of companies choose …

Removing A Barrier to Better Decision-Making

Bob Wiesner | July 5, 2016

I'm fascinated by the decision-making processes used - or abused - by business teams.  It's especially interesting (like a train wreck is interesting) when an outsider can easily foresee a bad outcome.Karim Makhani describes the "HiPPO" process - deferring to …

Don’t Fix the Problem – Reinvent the Future

Bob Wiesner | April 16, 2016

Many agencies and professional services firms say they want to reinvent themselves.  "Disrupt!" they say.  Invent a whole new way of working.That's cool.So, how are do they intend to go about doing it?I was approached by a large global agency …

If You’re a Manager Someone is Always Watching

Bob Wiesner | April 16, 2016

Few would dispute the idea that we have less and less direct contact with those with whom we work.  That covers our clients, our direct reports, our team members, and our bosses.  This has ramifications galore.One important result is that …

Why Do You Pursue Business You Know You Can’t Win?

Bob Wiesner | April 16, 2016

Most agencies and marcomms I've worked with are populated by leaders with a unique attitude: They are unqualified optimists.  Whatever the challenge, they believe they and their teams can get it done.So whenever invited into a pitch - no matter the …

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. …

Forget the Past – It Wasn’t That Great Anyway

Bob Wiesner | April 16, 2016

We've learned that "those who forget the past are doomed to repeat it."  Very true in most historical contexts.But it's a potential revenue killer for many agencies and professional services firms.When I ask an agency leader why she continues to …

Is Stress Killing Your New Business Efforts?

Bob Wiesner | April 15, 2016

Here's another strong argument against any growth strategy that relies mainly on pitching for new business.  And this time, it may be as much about your health as it is about your effectiveness.No one would debate (I think) that pitching is …

One Overlooked Area of Differentiation

Bob Wiesner | March 23, 2016

Got a pain?  Having trouble pinpointing the cause?Maybe you've gone from doc to doc, including some alternative healthcare practitioners as well.Finally, you found someone who's able to put their finger on exactly the cause.  How do you feel now?Most people …

Do Your People Know Your Purpose?

Bob Wiesner | March 23, 2016

Nearly all agencies and professional services firms are wrestling with the fundamental issue of purpose.And if they're not, they should be.The importance of understanding the company's purpose sits higher and higher on the list of priorities among today's younger workers. …

No Such Thing as a Millennial Anymore

Bob Wiesner | February 17, 2016

Millennials probably comprise about half your workforce right now.  More if you're in the advertising, social or tech space.The Millennial cohort is probably the most studied generation.  Several times a week I see an article from a scholarly journal or …

Point Your Sales Efforts in the Right Direction

Bob Wiesner | February 17, 2016

Most agencies and professional services firms have a small business development or sales team.  Or none at all.  The heavy lifting for revenue growth is the responsibility of professionals who are also generating the work product of the firm.That means …

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