Bill Scheessele


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

Contractor mistrust hurts the government's mission

The $20 billion a year the government wastes because it distrusts contractors is just the beginning of the damage done by poor relationships.

COMMENTARY

5 ways to change during tough times

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.

Talk and listen to your customers

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

Time for a hard look at marketing strategies

Because of the business climate, government contractors are taking a hard look at their strategic marketing and making adjustments to their business development strategies.

OPINION

Time to move BD efforts to the left

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.

COMMENTARY

What Daniel Boone can teach your organization

To survive in today's market you have to know how to hunt and fish for new business development opportunities.

Business development rule No. 1: Gather intelligence

Sound business development requires purposeful interaction and dialogue with the customer.

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.

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.

4 questions to keep you customer-focused

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

COMMENTARY

7 signs you won't survive the new normal

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?

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

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