Blog

THINKING ABOUT…

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 …

Innovation Means Breaking Category Conventions

Bob Wiesner | July 25, 2017

Creativity.  Innovation.  Disruption.  Words used so often in so many businesses that I'm no longer sure they mean anything.Prospects and clients want to do business with providers who can make a real difference.  A measurable one that builds and sustains …

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 …

Are You a Mentor or a Coach? There’s a Difference

Bob Wiesner | February 28, 2017

If there were ever two business terms that can be confused for each other, it's gotta be "mentor" and "coach."  I've trained executives and manager in mentoring and in coaching.  At times, even I've used the terms interchangeably. That's fine, if you're …

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 …

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 …

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 …

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 - …

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 …

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 …

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 …

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 …

Do You Really Have a Learning Organization?

Bob Wiesner | January 8, 2016

Learning is essential to organizational growth, employee retention, even financial performance.  Yet it's become harder and harder to do in most companies, especially in small to mid-size organizations.Concerted efforts to keep up with technology and other subject matter expertise are …

Culture Change Needs Emotional Change

Bob Wiesner | January 7, 2016

Leaders are increasingly aware of the impact of company culture on employee engagement and performance.   And with that awareness has come increased emphasis on understanding, and adjusting, employee behaviors to align with company culture.And there's an equal interest in …

Is the Prospect Visiting? Four Must-See’s for the Tour

Bob Wiesner | September 7, 2015

One of the key reasons I hear for a prospect tour of an agency or firm during the pitch process is for the prospect to get a sense of the organization's "culture."  But what are they really looking for?And what in blazes …

Get Winning Ways

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