Bill Scheessele


OPINION

Does culture trump strategy? You bet

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.

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.

Is cost cutting holding your growth prisoner?

During tough times, businesses often makes cuts to sustain profits. But sometimes those cuts make growth even harder to come by.

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

Don't ignore the value of gate reviews to your BD process

Reviewing your decision-making processes are critical to improving your win rates.

COMMENTARY

The ABCs of international BD

Tight budgets have companies focused on international markets, but there are seven critical factors you need to consider.

4 moves to improve your win rate

In today's market, it is all about client engagement, but do you have the right 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.

COMMENTARY

7 keys for spending training dollars wisely

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.

COMMENTARY

3 keys to planning professional growth

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.

COMMENTARY

Can you separate the shapers, fakers and order-takers?

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?

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

RIP traditional business development

Business development's version of cut, cap and balance is just the right mix for today's market.

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.

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?

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