Bill Scheessele


Bid smart or walk away

You need the right process to know when to bid and when to walk away.

OPINION

Build BD capacity by leveraging program managers

By having program managers and business development leaders work more closely together, companies can more quickly build their BD capacity and increase the number of deals they can identify and qualify as winnable.

COMMENTARY

Can you define business development?

BD expert Bill Scheessele explains the essence of business development and how personal integrity and a desire to see the customer succeed are the critical characteristics of a true BD professional.

OPINION

Is your company in a graveyard spiral?

Savvy business developers recognize the need to get ahead of procurements because, if you don't, you risk failure and losing whatever competitive advantage you might have had.

5 critical skills for your business development team

The best way to ensure long-term revenue growth is to hire business development professionals who understand how to develop and sustain relationships, possess the ability to advise customers concerning their needs, and can consistently win business.

COMMENTARY

Do you know who to invest your BD dollars in?

Everyone in a company plays a business development role, but it is still critical to have a plan on how to develop and refine their BD skills.

COMMENTARY

Tough times no time to stop training

Smart companies continue to train and improve their workforce even in tough economic times.

OPINION

How client engagement is the new model for revenue growth

Business development expert Bill Scheessele explains how important an efficient client engagement process to driving new revenue opportunities. Flying by the seat of your pants is not tip number 1.

Measure your business development skills

Take a test that measures your human intelligence quotient, which will show you how effective your business development skills are and where you need to improve.

Don't avoid culture and control issues

Culture and control issues argue for separating operations and business development functions.

COMMENTARY

7 keys for spending training dollars wisely

Training can be crucial for improving your business development processes. Here are seven tips for making sure you get the most out of your investment.

COMMENTARY

Old ways of BD don't cut it in today's market

With the market going through so much change and so much uncertainty, companies face the challenge of re-examining their business development strategies but you should look at your BD culture first.

OPINION

Does culture trump strategy? You bet

Strategies are fine and dandy, but if you don't address your culture your business development strategy stands little hope of success. We offer four keys to developing the right culture for today's market.

COMMENTARY

4 reasons why you should take risks

Bill Scheessele of MBDi tells how the founders of companies appearing on Washington Technology's Fast 50 list took risks, learned from their failures and experienced great success as a result.

COMMENTARY

COVID has changed BD with more changes to come

Without a doubt, the COVID-19 pandemic has driven 100 days of challenges, change, and transition; and the remainder of the year will be the blueprint of what is going to be the new normal.

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