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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 …

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. …

“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 …

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 …

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 …

One Strategy that Leads to Better Pitches

Bob Wiesner | January 7, 2016

So you're not winning as many competitive new business pitches as you think you should.   You're taking a good hard look at your pitch performance.  You're convinced your pitches are too dull, not distinctive, not engaging.Your solution?  You want …

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 …

What Do I Wear at My Next Pitch?

Bob Wiesner | September 7, 2015

The title is a question I get all the time, and I've gotten for years.  There's no surefire answer.  Ultimately, you dress in a way that makes you look like someone the prospect wants to work with.  And, boy, will …

One Technique For More Powerful Pitch Visuals

Bob Wiesner | July 7, 2015

If you've been reading my posts, you know I firmly believe in the value of strong visuals.  I've made my case recently for foreshadowing your visuals with strong comments before actually revealing the slide.Now here's more support for this critical presentation …

Is Playing It Safe a Sound Strategy for Pitching?

Bob Wiesner | July 6, 2015

It's clear that most clients are risk-adverse.  This is especially true when they're hearing new business pitches from multiple agencies.  They'll seem to always opt for the safe choice, even when the RFP says explicitly they want "outside-the-box thinking" or "not …

Words Don’t Matter. Imagery Does.

Bob Wiesner | July 6, 2015

Want to present or pitch more effectively?  Dump the tech-talk.  Trash the numbers.  Jump off the data bandwagon.Instead, learn the power of image-based words.Here in HBR is compelling evidence of the power of image-based words to inspire.  Such language immediately …

Four Ways to Lose a Pitch

Bob Wiesner | April 3, 2015

Most pitch teams are diligent about diagnosing their losses.  Conclusions can be based on reality or can be mostly delusional.  I generally hear one or more comments like "the other proposal was cheaper," or "the other agency blew them away with a …

The Three Best Rules for PowerPoint

Bob Wiesner | March 5, 2015

You've heard all about "Death by PowerPoint." It got 12 million hits when I Googled it in March.  (And over 4 million on bing.)  it's a big freakin' problem.But you -- ah, you are going to go ahead and use …

The Biggest Gap in Your Pitch Strategy

Bob Wiesner | March 3, 2015

You know how to bring a new product to market.  You know what you need to know before you can write a marketing plan or creative brief.  And you know that gaps in your knowledge about the market or the …

Business Development: Three Changes You Must Make

Bob Wiesner | January 24, 2015

If you want to sell more effectively and win more pitches, you must adjust to the new buying environment.  Sadly, too many agencies and firms aren't making the necessary changes.This HBR Blog article confirms my experience as a consultant.  Here are …

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