Bill Scheessele


COMMENTARY

Yesterday's business development strategy sure to fail today

Today's government market demands new ways of working with customers and developing business development strategies. What worked yesterday will likely fail today, writes MBDi's Bill Scheessele.

Bill Scheessele | Build now to shape future revenue

Current wisdom suggests that the government services industry is safer and more predictable than the commercial space. However, the word around Washington is that the transition to a new presidential administration means few new opportunities in the near future and a slower government business pace.

Economic concerns and new political priorities force contractors to be proactive

A study addressing how to win federal business in lean economic times has a wealth of ideas designed to improve a company's ability to win contracts.

8 metrics to unlock peak performance

Bill Scheessele tells how business development metrics can measure employees’ revenue generation performance and drive certain behaviors.

COMMENTARY

Is your strike team ready for tough times?

Smart companies find ways to adapt in tough economic times and give their customers what they need.

COMMENTARY

4 strategies for a business development makeover

Government service providers are making adjustments to compete in a shifting market, says Bill Scheessele, chairman and CEO of MBDi.

4 questions to keep you customer-focused

A customer-focused organization needs to communicate and ask its clients 'How are we doing?'

Do you have the guts to be a visionary?

The new climate for government contracting calls for smart revenue growth with proactive business development as the catalyst

COMMENTARY

Your checklist for better business development

A comprehensive training and development curriculum that focuses on 17 key points will boost business development skills and capabilities, says Bill Scheessele of MBDi.

Don't avoid culture and control issues

Culture and control issues argue for separating operations and business development functions.

Talk and listen to your customers

To win a contract re-compete, you must constantly listen and talk to your customer.

COMMENTARY

Customer intimacy isn't dirty — it's critical to your business

Contractors need to engage and create a close relationship to best serve their customers.

COMMENTARY

5 critical steps toward better business development

Today's government market requires a proactive approach to business development. What should you be doing today to be a BD leader?

COMMENTARY

Need a role model? Look at today's small businesses.

As companies look to revamp their business development organizations, small and midsize companies offer valuable lessons.

5 critical skills for your business development team

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.

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