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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 …

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 …

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. …

Time Management a Problem? Then Why Are You in That Pitch?

Bob Wiesner | February 28, 2017

Agencies and professional services firms are understaffed and overworked.  Success hinges on focusing on the highest priorities and keeping people as engaged and motivated as possible. Talk about stating the obvious. These organizations also need to aggressively pursue growth or they …

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 …

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 …

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 …

Why Does Your Great Talent Produce Small Ideas?

Bob Wiesner | August 5, 2016

If you want innovative, creative solutions, naturally you'll hire innovative, creative people and teams.You'll need way more than that.You'll need to put in place the conditions within which they can innovate and create.  That will include access to information and …

Removing A Barrier to Better Decision-Making

Bob Wiesner | July 5, 2016

I'm fascinated by the decision-making processes used - or abused - by business teams.  It's especially interesting (like a train wreck is interesting) when an outsider can easily foresee a bad outcome.Karim Makhani describes the "HiPPO" process - deferring to …

Point Your Sales Efforts in the Right Direction

Bob Wiesner | February 17, 2016

Most agencies and professional services firms have a small business development or sales team.  Or none at all.  The heavy lifting for revenue growth is the responsibility of professionals who are also generating the work product of the firm.That means …

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 …

One Overlooked Way to Compete Effectively

Bob Wiesner | September 7, 2015

Agencies and other professional services firms are competing for business based on one of two generally accepted economic models: low cost or differentiation.  ("There Are Still Only Two Ways to Compete.")Both of these approaches create problems.  Competing on cost has …

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