Mastering the Client Engagement Process
Course Overview:
This course will enhance your understanding of how to proactively engage with customers to develop long-term relationships. This is essential in identifying and shaping opportunities early and gathering the required intelligence.
Methodology:
The 2-day MBD Implementation Series workshops build upon the broad range of material covered in your initial MBDi training. By focusing on one core content area and utilizing role playing, individual exercises, peer coaching and other interactive activities we provide you an in-depth understanding of the material and the reinforcement necessary to fully
internalize and master the content.
Learning Objectives:
Develop an in-depth understanding of the 4 Phases of the Client Engagement Process.
Learn why homework and call prep dictate the success of the call, what this includes and why this phase is often overlooked.
Develop an understanding of how to use a Client Engagement Process to parallel and operationalize the early phases of your Business Development process.
Know and understand what specific pains you solve for prospects.
Learn how to develop a script that will uncover the Client’s core issues.
Learn how to “rack and stack” data, intel and validated human intel.
Learn how to base your pursuit decisions on validated human intel (HUMINT®).
Learn when and how to intelligently invest B&P funds in opportunity pursuits.
Upon completion of the course, participants should be able to:
Define and agree on opportunity criteria
Complete an Intel Gathering Plan
Develop a proactive Call Plan
Develop and execute a Call Script
Develop Interview Questions
Use Questioning Skills (Socratic questioning, negative reversing, etc.)
Conduct a diagnostic Pain Interview to enhance your intel gathering
Integrate all of the above into an efficient and effective Client Engagement Process
Click here to download the workshop flyer.
