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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 …

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 …

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, …

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 …

The Right Time Horizon for Sales Planning

Bob Wiesner | July 6, 2016

Annual sales goals.  Quarterly drive periods.  And then, of course, sales management pushing for "what can you close in the next 30 days?"Too many plans and measurements are based on time frames that are important for the company or its …

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 - …

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 …

Is Stress Killing Your New Business Efforts?

Bob Wiesner | April 15, 2016

Here's another strong argument against any growth strategy that relies mainly on pitching for new business.  And this time, it may be as much about your health as it is about your effectiveness.No one would debate (I think) that pitching is …

Do You Value Emotional Intelligence in Your Sales Leaders?

Bob Wiesner | September 7, 2015

There's plenty of  literature on the importance of emotional intelligence in business leadership.  Many organizations and agencies I meet understand it, even if they don't make it a priority in developing and evaluating their leaders.Taking it down a level or …

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 …

Getting It Wrong

Bob Wiesner | November 6, 2012

In chatting recently with an agency president about business development, she asked about the similarities I've seen in biz dev and sales across the many different types of organizations I've worked with.  My mind went quickly to the many things …

A Major Shift in the Sales Landscape

Bob Wiesner | August 5, 2012

Show of hands: How many of you have advocated "consultative selling" in your organizations?  Uh-huh.OK, now how many of you believe that the most important thing in business development is "asking questions to uncover needs"?  Interesting.The conclusions in this HBR …

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