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Long Hours Lead to Short Gains

Bob Wiesner | August 22, 2017

I've told this story several times because it says so much, and it's absolutely true.A coaching client was once considering leaving her agency job.  She had tons of experience, and was clearly on the verge of promotion.  Serving as her …

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 …

Is Discretionary Energy a Key to Your Business Success?

Bob Wiesner | March 6, 2017

Leaders and team members regularly enlist the help of colleagues.  Or should I say expect the help of colleagues.  Yet often, they don't get the support they anticipated.This will lead to common complaints: The other guy isn't pulling their weight. …

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 …

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 …

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 …

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 …

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, …

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 …

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 …

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. …

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 …

An Over-Reaction to Strengths-Based Coaching?

Bob Wiesner | January 9, 2016

I've become a big proponent of strengths-based training and coaching.  I even think it applies to business development and sales efforts.So I was interested in the counterpoint expressed in this HBR article.  The idea that strengths-based coaching can weaken an …

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