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.

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.

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

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.

COMMENTARY

Contractor mistrust hurts the government's mission

The $20 billion a year the government wastes because it distrusts contractors is just the beginning of the damage done by poor relationships.

Time for a hard look at marketing strategies

Because of the business climate, government contractors are taking a hard look at their strategic marketing and making adjustments to their business development strategies.

COMMENTARY

Can you separate the shapers, fakers and order-takers?

When building your business development team, it is critical to understand the candidates BD focus and experience. Can you tell the difference between the three types of BD pros?

4 moves to improve your win rate

In today's market, it is all about client engagement, but do you have the right process?

COMMENTARY

RIP traditional business development

Business development's version of cut, cap and balance is just the right mix for today's market.

COMMENTARY

5 ways to change during tough times

Business development leaders and individuals who refuse to change in difficult economic times risk significantly limiting their professional and personal growth. When the pain of change is less than the pain we are in, we will change, writes Bill Scheessele of MBDi.

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