Author Archive
Opinion
The 'is,' 'was' and 'gonna be' world of BD
The business development world has been rocked by COVID-19 with organizations finding ways to operate in a pandemic, but now is also the time to focus on what the new world of BD will be like when we emerge from the crisis.
Opinion
COVID has changed BD with more changes to come
Without a doubt, the COVID-19 pandemic has driven 100 days of challenges, change, and transition; and the remainder of the year will be the blueprint of what is going to be the new normal.
Opinion
Churchill's message for changing times
Winston Churchill lead the U.K. through the challenges of World War II and his message about change resonates in today's COVID-19 world.
Opinion
Don't overlook the power of collaboration, curiosity and constraint
Program managers are critical to effective customer engagement because their intimate knowledge of customer challenges. Our June 7 WT Power Training on Mastering Stakeholder Engagement will help you raise those skills to the next level.
Opinion
How to find the best PMs in today's tight labor market
Finding the best program and project managers in today's tight labor markets means thinking a little differently...and getting the right training.
Opinion
Turbulent times can be a great time for those who prepare and plan
If the uncertainty of the current environment has you sitting on your hands ... you may want to re-evaluate your personal and professional goals and plans.
Opinion
Program Management: Intersection of Collaboration, Curiosity and Constraint
Program managers might not feel they are part of the business development team but they can play a critical role in customer engagement with their intimate knowledge of customer challenges.
Opinion
When it comes to BD, put your purpose ahead of your goal
BD professionals easily confuse their purpose with their goals, but knowing the difference on focusing on your purpose -- helping your customer -- will often bring you more success.
Opinion
Do you know who to invest your BD dollars in?
Everyone in a company plays a business development role, but it is still critical to have a plan on how to develop and refine their BD skills.
Opinion
How to build the talent pipeline for your BD/capture teams
Companies are finding it harder to maintain their business development and capture teams. Here are three strategies to mitigate the talent poaching.
Opinion
Are you ready for the bitter truth about BD today?
Today's BD world is more like a three-ring circus of constant churn and change but still high expectations to deliver revenue growth.
Opinion
5 barriers to revenue growth and how to overcome them
Large, small and mid-size companies face challenges today finding new growth opportunities. Here are five barriers and five ways to overcome them.
Opinion
Here's how to not waste your precious BD resources
There are key factors to weigh when allocating your business development resources. Here's what you need to know so you don't waste your efforts and your money.
Opinion
Old ways of BD don't cut it in today's market
With the market going through so much change and so much uncertainty, companies face the challenge of re-examining their business development strategies but you should look at your BD culture first.
Opinion
Is your BD organization ready to face today's market?
In a two-part series we explore how today's changing market requires you to honestly assess your BD structure and put the right kind of leadership in place.
Opinion
How to pick the right BD leaders for today's environment
Today's market is changing rapidly and in part two of a two part series we explore how to identify the right BD leader for business environment you find your company in.
Opinion
Can you define business development?
BD expert Bill Scheessele explains the essence of business development and how personal integrity and a desire to see the customer succeed are the critical characteristics of a true BD professional.
Opinion
A little behavioral psychology goes a long way in BD
The people part of the business development equation is just as critical as the process piece, but it is too often overlooked.
Opinion
Is your company in a graveyard spiral?
Savvy business developers recognize the need to get ahead of procurements because, if you don't, you risk failure and losing whatever competitive advantage you might have had.
Opinion