Bill Scheessele Columns on Washington Technology -- Washington Technology

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href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2020/08/25/insight-scheessele-bd-gonna-be.aspx">The 'is,' 'was' and 'gonna be' world of BD</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_0" class="summary">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.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_0" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">Aug 25, 2020</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_1" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_1" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2020/08/05/insights-scheessele-bd-100-days-change.aspx">COVID has changed BD with more changes to come</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_1" class="summary">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.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_1" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">Aug 05, 2020</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_2" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_2" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2020/05/28/insights-scheessele-bd-changing-times.aspx">Churchill's message for changing times</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_2" class="summary">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.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_2" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">May 28, 2020</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_3" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_3" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2019/05/22/insights-scheesele-program-management-skills.aspx">Don't overlook the power of collaboration, curiosity and constraint</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_3" class="summary">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.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_3" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">May 22, 2019</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_4" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_4" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2019/05/15/insights-scheessele-program-management-needs.aspx">How to find the best PMs in today's tight labor market</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_4" class="summary">Finding the best program and project managers in today's tight labor markets means thinking a little differently...and getting the right training.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_4" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">May 15, 2019</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_5" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_5" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2019/05/06/insights-scheessele-program-management-mastering.aspx">The best program managers build relationships, not just meet deadlines</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_5" class="summary">In today's competitive market, program and project managers must do more than manage requirements and complete jobs on time and on budget. They have to nurture and grow relationships with their clients.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_5" class="byline"> <li class="nodate">May 06, 2019</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_6" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_6" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2019/01/04/insights-scheessele-uncertain-times.aspx">Turbulent times can be a great time for those who prepare and plan</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_6" class="summary">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.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_6" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">Jan 04, 2019</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_7" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_7" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2018/11/29/insights-scheessele-bd-talent-hunt.aspx">Your next BD hire might already be working for you</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_7" class="summary">The arrival of Amazon's HQ2 is going to complicate an already tough hiring environment but your best BD talent might already be working for you.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_7" class="byline"> <li class="nodate">Nov 29, 2018</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_8" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_8" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2018/11/14/insights-scheesele-program-management-bd.aspx">Program Management: Intersection of Collaboration, Curiosity and Constraint</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_8" class="summary">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.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_8" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">Nov 14, 2018</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_9" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_9" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2018/09/18/insights-scheessele-purpose-goals-bd.aspx">When it comes to BD, put your purpose ahead of your goal</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_9" class="summary">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.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_9" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">Sep 18, 2018</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_10" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_10" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2018/08/16/insights-scheessele-bd-development-part-1.aspx">Do you know who to invest your BD dollars in?</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_10" class="summary">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.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_10" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">Aug 16, 2018</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_11" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_11" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2018/08/07/insights-scheessele-bd-development.aspx">How to build the talent pipeline for your BD/capture teams</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_11" class="summary">Companies are finding it harder to maintain their business development and capture teams. Here are three strategies to mitigate the talent poaching.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_11" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">Aug 07, 2018</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_12" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_12" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2017/08/08/insights-scheessele-bd-challenges.aspx">Are you ready for the bitter truth about BD today?</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_12" class="summary">Today's BD world is more like a three-ring circus of constant churn and change but still high expectations to deliver revenue growth.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_12" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">Aug 08, 2017</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_13" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_13" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2017/07/27/insights-scheessele-growth-barriers.aspx">5 barriers to revenue growth and how to overcome them</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_13" class="summary">Large, small and mid-size companies face challenges today finding new growth opportunities. Here are five barriers and five ways to overcome them.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_13" class="byline"> <li class="author">By Bill Scheessele</li><li class="date">Jul 27, 2017</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_14" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_14" class="title"><a href="https://web.archive.org/web/20201031132507/https://washingtontechnology.com/articles/2017/05/25/insights-scheessele-bd-processes-part-2.aspx">Here's how to not waste your precious BD resources</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_14" class="summary">There are key factors to weigh when allocating your business development resources. 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