COMMENTARY
The $20 billion a year the government wastes because it distrusts contractors is just the beginning of the damage done by poor relationships.
- By Bill Scheessele
- Jul 23, 2012
Because of the business climate, government contractors are taking a hard look at their strategic marketing and making adjustments to their business development strategies.
- By Bill Scheessele
- Oct 29, 2009
COMMENTARY
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?
- By Bill Scheessele
- Nov 16, 2011
In today's market, it is all about client engagement, but do you have the right process?
- By Bill Scheessele
- Apr 27, 2012
COMMENTARY
Business development's version of cut, cap and balance is just the right mix for today's market.
- By Bill Scheessele
- Aug 26, 2011
During tough times, businesses often makes cuts to sustain profits. But sometimes those cuts make growth even harder to come by.
- By Bill Scheessele
- Sep 04, 2012
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
You need the right process to know when to bid and when to walk away.
- By Bill Scheessele
- Mar 02, 2009
COMMENTARY
Smart companies continue to train and improve their workforce even in tough economic times.
- By Bill Scheessele
- Mar 07, 2011
COMMENTARY
Tight budgets have companies focused on international markets, but there are seven critical factors you need to consider.
- By Bill Scheessele
- May 17, 2012
COMMENTARY
The movie "Miracle on 34th Street" offers valuable lessons that can be applied to government contracting.
- By Bill Scheessele
- Dec 09, 2009
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
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