COMMENTARY
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.
- By Bill Scheessele
- Aug 08, 2016
OPINION
The people part of the business development equation is just as critical as the process piece, but it is too often overlooked.
- By Bill Scheessele
- Aug 06, 2015
OPINION
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.
- By Bill Scheessele
- Apr 28, 2015
OPINION
Career success often hinges on how you embrace your business development role, even if BD isn't listed on your business card.
- By Bill Scheessele
- Jan 12, 2015
OPINION
Your best new business development hunter may already be in your organization waiting to be discovered. Here are some tips to help you find them.
- By Bill Scheessele
- Dec 01, 2014
OPINION
Some business development professional are unconsciously good at what they do, but how do they get to the next level of competence.
- By Bill Scheessele
- Sep 18, 2014
OPINION
Business development might not be rocket science, but it is definitely people science, and you ignore that truth at your own peril.
- By Bill Scheessele
- Aug 04, 2014
OPINION
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.
- By Bill Scheessele
- Jul 08, 2014
OPINION
Today's market demands that you have a strong hunter/warrior on your business development team, but do you know what to look for as you try find that person? BD guru Bill Scheessele explains the characteristics you need to be a BD hunter.
- By Bill Scheessele
- May 30, 2014
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