Bill Scheessele


COMMENTARY

Customer intimacy isn't dirty — it's critical to your business

Contractors need to engage and create a close relationship to best serve their customers.

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

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

5 ways to change during tough times

Business development leaders and individuals who refuse to change in difficult economic times risk significantly limiting their professional and personal growth. When the pain of change is less than the pain we are in, we will change, writes Bill Scheessele of MBDi.

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.

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.

Business development rule No. 1: Gather intelligence

Sound business development requires purposeful interaction and dialogue with the customer.

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?

COMMENTARY

Who you don't want in your BD organization

Every business development organization has them — shepherds who work hard but use precious resources with little return.

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.

7 deadly sins of business development

Small businesses face a new competitive environment and must guard against missteps that suffocate business development.

Economic concerns and new political priorities force contractors to be proactive

A study addressing how to win federal business in lean economic times has a wealth of ideas designed to improve a company's ability to win contracts.

8 metrics to unlock peak performance

Bill Scheessele tells how business development metrics can measure employees’ revenue generation performance and drive certain behaviors.

COMMENTARY

Is your strike team ready for tough times?

Smart companies find ways to adapt in tough economic times and give their customers what they need.

COMMENTARY

4 strategies for a business development makeover

Government service providers are making adjustments to compete in a shifting market, says Bill Scheessele, chairman and CEO of MBDi.

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