Bill Scheessele


5 critical skills for your business development team

The best way to ensure long-term revenue growth is to hire business development professionals who understand how to develop and sustain relationships, possess the ability to advise customers concerning their needs, and can consistently win business.

Business development rule No. 1: Gather intelligence

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

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.

Measure your business development skills

Take a test that measures your human intelligence quotient, which will show you how effective your business development skills are and where you need to improve.

Don't avoid culture and control issues

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

Bid smart or walk away

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

Talk and listen to your customers

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

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.

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