Bill Scheessele


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.

COMMENTARY

Your checklist for better business development

A comprehensive training and development curriculum that focuses on 17 key points will boost business development skills and capabilities, says Bill Scheessele of MBDi.

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?

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.

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?

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.

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.

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.

7 deadly sins of business development

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

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