Bill Scheessele


Bid smart or walk away

You need the right process to know when to bid and when to walk away.

COMMENTARY

Tough times no time to stop training

Smart companies continue to train and improve their workforce even in tough economic times.

COMMENTARY

The ABCs of international BD

Tight budgets have companies focused on international markets, but there are seven critical factors you need to consider.

COMMENTARY

Infuse a little holiday spirit into the contracting dispute

The movie "Miracle on 34th Street" offers valuable lessons that can be applied to government contracting.

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.

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