OPINION
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.
- By Bill Scheessele
- Apr 18, 2014
OPINION
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.
- By Bill Scheessele
- Mar 18, 2014
OPINION
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.
- By Bill Scheessele
- Feb 04, 2014
OPINION
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.
- By Bill Scheessele
- Sep 19, 2013
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.
- By Bill Scheessele
- May 08, 2009
COMMENTARY
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.
- By Bill Scheessele
- Jan 30, 2012
COMMENTARY
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.
- By Bill Scheessele
- Oct 07, 2010
COMMENTARY
Training is critical — and the quickest way to master business development skills.
- By Bill Scheessele
- Jan 27, 2010
COMMENTARY
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.
- By Bill Scheessele
- Nov 28, 2011
COMMENTARY
The $20 billion a year the government wastes because it distrusts contractors is just the beginning of the damage done by poor relationships.
- By Bill Scheessele
- Jul 23, 2012
Because of the business climate, government contractors are taking a hard look at their strategic marketing and making adjustments to their business development strategies.
- By Bill Scheessele
- Oct 29, 2009
COMMENTARY
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?
- By Bill Scheessele
- Nov 16, 2011
In today's market, it is all about client engagement, but do you have the right process?
- By Bill Scheessele
- Apr 27, 2012
COMMENTARY
Business development's version of cut, cap and balance is just the right mix for today's market.
- By Bill Scheessele
- Aug 26, 2011
COMMENTARY
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.
- By Bill Scheessele
- Nov 09, 2010