OPINION
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.
- By Bill Scheessele
- Feb 28, 2013
COMMENTARY
To survive in today's market you have to know how to hunt and fish for new business development opportunities.
- By Bill Scheessele
- Mar 22, 2012
Sound business development requires purposeful interaction and dialogue with the customer.
- By Bill Scheessele
- Aug 06, 2009
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
COMMENTARY
Contractors need to engage and create a close relationship to best serve their customers.
- By Bill Scheessele
- Apr 25, 2011
A customer-focused organization needs to communicate and ask its clients 'How are we doing?'
- By Bill Scheessele
- Oct 08, 2009
COMMENTARY
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?
- By Bill Scheessele
- Jun 29, 2011
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
Every business development organization has them — shepherds who work hard but use precious resources with little return.
- By Bill Scheessele
- Jan 21, 2011
COMMENTARY
Reviewing your decision-making processes are critical to improving your win rates.
- By Bill Scheessele
- Jun 15, 2012
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
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
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