Bill Scheessele


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.

OPINION

BD isn't just about capture anymore

The government contracting world has changed significantly in the last six years, and the days of capture-driven business development driving revenue growth have gone the way of horse-drawn carriages and buggy whips.

OPINION

How to Work Left, Invest Right, and Grow Revenue

Times are different, and so are the ways of winning business. Business development guru Bill Scheessele answers the question of how you can acquire new business and retain a loyal client base at the same time.

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.

Bid smart or walk away

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

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

Tough times no time to stop training

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

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

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

The ABCs of international BD

Tight budgets have companies focused on international markets, but there are seven critical factors you need to consider.

COMMENTARY

Infuse a little holiday spirit into the contracting dispute

The movie "Miracle on 34th Street" offers valuable lessons that can be applied to government contracting.

COMMENTARY

What's the best shortcut to mastering business development?

Training is critical — and the quickest way to master business development skills.

COMMENTARY

3 keys to planning professional growth

When the economy is shakey and companies are downsizing, it is critical to look at your personal goals and create a plan to achieve them.

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