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
You need the right process to know when to bid and when to walk away.
- By Bill Scheessele
- Mar 02, 2009
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.
- By Bill Scheessele
- Aug 27, 2009
COMMENTARY
Smart companies continue to train and improve their workforce even in tough economic times.
- By Bill Scheessele
- Mar 07, 2011
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
Culture and control issues argue for separating operations and business development functions.
- By Bill Scheessele
- Mar 27, 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
Tight budgets have companies focused on international markets, but there are seven critical factors you need to consider.
- By Bill Scheessele
- May 17, 2012
COMMENTARY
The movie "Miracle on 34th Street" offers valuable lessons that can be applied to government contracting.
- By Bill Scheessele
- Dec 09, 2009
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