Bill Scheessele


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.

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.

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?

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

RIP traditional business development

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

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

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.

Bid smart or walk away

You need the right process to know when to bid and when to walk away.

COMMENTARY

Tough times no time to stop training

Smart companies continue to train and improve their workforce even in tough economic times.

COMMENTARY

The ABCs of international BD

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

COMMENTARY

Infuse a little holiday spirit into the contracting dispute

The movie "Miracle on 34th Street" offers valuable lessons that can be applied to government contracting.

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.

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.

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