Bill Scheessele


7 deadly sins of business development

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

Don't avoid culture and control issues

Culture and control issues argue for separating operations and business development functions.

Talk and listen to your customers

To win a contract re-compete, you must constantly listen and talk to your customer.

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.

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