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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 …

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 …

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. …

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 …

Four Points that Make Better Use of Data in Pitches

Bob Wiesner | February 11, 2015

So many pitch teams feel the need to show off their big data chops.  The result: An overwhelming display of numbers, signifying nothing.Prospects that are evaluating agencies or firms aren't interested in pouring through data with each pitch team.  Instead, …

Win More Pitches with the 60% Rule

Bob Wiesner | December 17, 2014

I'll bet there's one thing you're doing wrong -- You're filling 60 minutes of meeting time with 60 minutes (or more!) of content.I don't care how interesting or relevant you are.  No one wants to hear you talk for the …

The Power of Simplicity – Pt 2

Bob Wiesner | November 25, 2014

Complex information and presentations impress very few.  Power and persuasion lie with the communicator who can simplify the message and the solution.But we're not selling simple solutions.  We're selling complex solutions.  We don't want to dumb down the solution.  We …

The Power of Simplicity, Pt 1

Bob Wiesner | November 25, 2014

Is genius the ability to discover the complex? Or is it the ability to simplify the complex?It's gotta be the latter as much as the former. And in pitches and presentations, it's definitely the latter.Martin Luther King Jr's most memorable, …

More Powerful Storytelling

Bob Wiesner | August 14, 2013

It's  well established that storytelling is an important element of successful pitching and presenting.  This excellent article from Fast Company makes the case.  And it offers some fine tips. Here are the top ones that should be most relevant to …

One Way to Make Your History More Persuasive

Bob Wiesner | June 27, 2012

The idea of rewriting a company's or a leader's history (HBR Blog at http://tinyurl.com/czgwu7r)  is fascinating on many levels.We know the power of storytelling.  The rewritten narrative can be a powerful story.  We also know that prospects or candidates predict future …

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