Opinion

How to find the BD hunters in your organization

Your best new business development hunter may already be in your organization waiting to be discovered. Here are some tips to help you find them.

Opinion

Progressing through the four stages of BD

Some business development professional are unconsciously good at what they do, but how do they get to the next level of competence.

BD: It's not rocket science, it's people science

Business development might not be rocket science, but it is definitely people science, and you ignore that truth at your own peril.

Opinion

How client engagement is the new model for revenue growth

Business development expert Bill Scheessele explains how important an efficient client engagement process to driving new revenue opportunities. Flying by the seat of your pants is not tip number 1.

Opinion

What characteristics shape a great BD hunter?

Today's market demands that you have a strong hunter/warrior on your business development team, but do you know what to look for as you try find that person? BD guru Bill Scheessele explains the characteristics you need to be a BD hunter.

Opinion

Build BD capacity by leveraging program managers

By having program managers and business development leaders work more closely together, companies can more quickly build their BD capacity and increase the number of deals they can identify and qualify as winnable.

Opinion

BD isn't just about capture anymore

The government contracting world has changed significantly in the last six years, and the days of capture-driven business development driving revenue growth have gone the way of horse-drawn carriages and buggy whips.

Opinion

How to Work Left, Invest Right, and Grow Revenue

Times are different, and so are the ways of winning business. Business development guru Bill Scheessele answers the question of how you can acquire new business and retain a loyal client base at the same time.

Opinion

Does culture trump strategy? You bet

Strategies are fine and dandy, but if you don't address your culture your business development strategy stands little hope of success. We offer four keys to developing the right culture for today's market.

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.

Opinion

What can a 65-year-old Christmas movie teach about 'purpose?'

Today's tough market demands that successful business development executives put a little Kris Kringle into their mission statement. In other words, serve your customer first.

Opinion

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.

Contractor mistrust hurts the government's mission

The $20 billion a year the government wastes because it distrusts contractors is just the beginning of the damage done by poor relationships.

Don't ignore the value of gate reviews to your BD process

Reviewing your decision-making processes are critical to improving your win rates.

The ABCs of international BD

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

4 moves to improve your win rate

In today's market, it is all about client engagement, but do you have the right process?

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.

7 keys for spending training dollars wisely

Training can be crucial for improving your business development processes. Here are seven tips for making sure you get the most out of your investment.

3 keys to planning professional growth

When the economy is shakey and companies are downsizing, it is critical to look at your personal goals and create a plan to achieve them.

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?

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