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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 …

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 …

Big Is The Enemy of Great

Bob Wiesner | August 8, 2017

It might have been advertising giant Bill Bernbach who said "the pursuit of perfection is the enemy of excellence." Sure sounds like something Bernbach would believe in.  The quote argues the case for perspective, for timeliness, even for marketing, sales …

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 …

A Different Take on Self-Care

Bob Wiesner | July 11, 2017

There seems to be increased interest in the well-being of employees, as there should be.  Most agencies and professional services firms are leaner than ever.  The competitive arena is more uncertain (VUCA, anyone?). They are more driven to grow revenue.This …

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 Wrong Understanding of Collaboration

Bob Wiesner | February 24, 2017

Research is clear that companies are pushing their people for more and more collaboration.  And their people, especially younger employees, are eager for it.  Even demanding it.With more collaboration, it's that much more troubling that so many companies have the …

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 …

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 …

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 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 …

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 …

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