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
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
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
COMMENTARY
As companies look to revamp their business development organizations, small and midsize companies offer valuable lessons.
- By Bill Scheessele
- Aug 10, 2011
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
Small businesses face a new competitive environment and must guard against missteps that suffocate business development.
- By Bill Scheessele
- Jul 02, 2009