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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. …

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 …

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 …

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. …

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 …

Six Ways to Poison Team Morale – and One Critical Antidote

Bob Wiesner | September 7, 2015

You’ve gotta have strong, engaged and energized teams if you want to reach – and then maintain – a very high win rate in your new business pursuits.  But there are so many ways team spirit is damaged.Lack of leadership Changes …

Do Candidates Still Love You AFTER the Interview?

Bob Wiesner | September 7, 2015

Of course we judge candidates very quickly during an interview.  This isn't the post where I'm going to argue the merits of this reality.Instead, I want to urge one overarching objective, regardless of your view of the candidate - premature …

You’re Hiring for the Wrong Attributes

Bob Wiesner | July 6, 2015

As an HR director and generalist, I repeatedly saw senior line managers make this fatal mistake when discussing open job reqs.  They would place this at the top of their priority list:"I want someone with the right experience."As many of …

Avoid This Team Off-Site Mistake

Bob Wiesner | July 6, 2015

Many leaders don't want the spotlight at offsite team meetings.  They want their people to think and speak freely without feeling they need to impress the boss.  All well and good.In too many team meetings, though, I've seen this approach …

Four Steps to Get the Company Mission Right

Bob Wiesner | December 9, 2014

It's amazing.  With millions of words written about mission statements, there are still agencies and professional services firms who can't get it right.  And they don't realize the consequences of it.Research now available strongly shows how important it is that …

The Sounds of (Virtual) Silence

Bob Wiesner | March 3, 2014

Miscommunication is an occupational hazard in business.  Its risks are magnified when you rely on communication mechanisms, like email, that aren't face-to-face.When we think about communication failures in email, we often focus on content that's misleading for any number of …

Onboarding or Just Boring?

Bob Wiesner | April 3, 2013

I've had a chance to observe onboarding processes at many different organizations.   If you compared these processes, you'd never believe they were all called the same thing.Some companies just don't get onboarding.  They don't get the importance of it. …

Great Players Need Great Coaches

Bob Wiesner | January 18, 2013

This is a great article on the importance of creating an environment where strong performers can actually perform to the level of their greatness.I've written about this before.   My point has always been that business leaders need to establish …

Communicate Early and Often

Bob Wiesner | January 14, 2013

Managing change is about the hardest thing a leader has to do.  The odds can be stacked against you.  Most major change initiatives fail.That said, here's an excellent story from HBR on lessons learned from a global survey of executives. …

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