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
OPINION
Market conditions demand that contractors get smarter about how they manage business development efforts. BD expert Bill Scheessele makes the case for focusing efforts earlier in the process.
- By Bill Scheessele
- Feb 28, 2013
During tough times, businesses often makes cuts to sustain profits. But sometimes those cuts make growth even harder to come by.
- By Bill Scheessele
- Sep 04, 2012
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
COMMENTARY
Reviewing your decision-making processes are critical to improving your win rates.
- By Bill Scheessele
- Jun 15, 2012
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
In today's market, it is all about client engagement, but do you have the right process?
- By Bill Scheessele
- Apr 27, 2012
COMMENTARY
To survive in today's market you have to know how to hunt and fish for new business development opportunities.
- By Bill Scheessele
- Mar 22, 2012
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
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
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
COMMENTARY
Today's government market requires a proactive approach to business development. What should you be doing today to be a BD leader?
- By Bill Scheessele
- Oct 20, 2011
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
As companies look to revamp their business development organizations, small and midsize companies offer valuable lessons.
- By Bill Scheessele
- Aug 10, 2011
COMMENTARY
Today's market is very different today than it was just a few years ago. Can you recognize the warning signs that your BD team can't handle it?
- By Bill Scheessele
- Jun 29, 2011