Blog

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 …

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 …

Time Management a Problem? Then Why Are You in That Pitch?

Bob Wiesner | February 28, 2017

Agencies and professional services firms are understaffed and overworked.  Success hinges on focusing on the highest priorities and keeping people as engaged and motivated as possible. Talk about stating the obvious. These organizations also need to aggressively pursue growth or they …

An Overlooked Problem of Alignment

Bob Wiesner | February 24, 2017

Many agencies and professional services firms will readily admit they don't have a "sales culture." Their organizations are focused on creativity, innovation, subject matter expertise, client service, or some combination.That's fine. But someone has to sell services to generate revenue.In …

“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 …

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 …

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 - …

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 …

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 …

Get Winning Ways

A twice-monthly e-newsletter focused on ideas to grow revenue and engage your best people.
Scroll Up