COMMENTARY
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.
- By Bill Scheessele
- Dec 13, 2010
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.
- By Bill Scheessele
- Jan 19, 2009
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.
- By Bill Scheessele
- Jun 04, 2009
Bill Scheessele tells how business development metrics can measure employees’ revenue generation performance and drive certain behaviors.
- By Bill Scheessele
- Aug 02, 2010
COMMENTARY
Smart companies find ways to adapt in tough economic times and give their customers what they need.
- By Bill Scheessele
- Jun 08, 2011
COMMENTARY
Government service providers are making adjustments to compete in a shifting market, says Bill Scheessele, chairman and CEO of MBDi.
- By Bill Scheessele
- Apr 06, 2010
A customer-focused organization needs to communicate and ask its clients 'How are we doing?'
- By Bill Scheessele
- Oct 08, 2009
The new climate for government contracting calls for smart revenue growth with proactive business development as the catalyst
- By Bill Scheessele
- Jun 17, 2010
COMMENTARY
A comprehensive training and development curriculum that focuses on 17 key points will boost business development skills and capabilities, says Bill Scheessele of MBDi.
- By Bill Scheessele
- Jun 28, 2010
Culture and control issues argue for separating operations and business development functions.
- By Bill Scheessele
- Mar 27, 2009
To win a contract re-compete, you must constantly listen and talk to your customer.
- By Bill Scheessele
- Feb 02, 2009
COMMENTARY
Contractors need to engage and create a close relationship to best serve their customers.
- By Bill Scheessele
- Apr 25, 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
As companies look to revamp their business development organizations, small and midsize companies offer valuable lessons.
- By Bill Scheessele
- Aug 10, 2011
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