Mastering Business Development Executive Workshop
The 3 day introductory Mastering Business Development® Executive workshop examines the fundamentals of business development using an intensive, interactive, team-learning approach. The curriculum allows participants to discover firsthand how intellectual, emotional and behavioral change can have a significant impact on their personal and professional success. Individuals learn how to use behavioral psychology to qualify prospects, close business and create win-win situations for both the company and the client.
By attending this workshop, you will learn:
The competencies necessary to become a Business Development Professional including the thinking, behavior and skills required for proactive client engagement and revenue generation.
How to gather the intelligence necessary to identify and disqualify unprofitable opportunities before you invest B&P resources in low probability of win opportunities.
How to execute the early shaping Opportunity Identification & Qualification Phase of pipeline development with Human Intel gathering, and how to use and refine HUMINT® throughout the Business Development, Capture and Proposal processes.
The proactive steps of the MBDi HUMINT® Client Engagement Process to ensure each engagement with a client delivers the quality intelligence you need to move opportunities through your pipeline.
How and why clients “buy” when making sourcing decisions.
The difference between Strategic and Organic Business Development and who should do each.
How to encourage customers to participate in your Opportunity Identification and Qualification phase rather than being drawn into their RFP process.
The difference between goal and purpose-driven business development.
The basics of utilizing interpersonal human psychology to understand yourself and your clients.
The significance and interaction of the Intel Funnel and the Opportunity Pipeline.
The critical “flight gauges” of Business Development. How to read and respond appropriately to prospects’ behavior.
The basis of a common Business Development language and culture among your organization’s Business Development, Capture, Proposal and Operations teams.
With completion of this workshop, you will:
Emerge with a roadmap—a proven methodology—for creating and sustaining business partnerships and generating revenue for your organization.
Better understand the difference between role and self-identity and determine how your personal belief system may be impacting your performance in your professional role.
Develop a template to execute an intel gathering plan and call plan.
Develop scripts to begin executing calls to gather the human intelligence needed to truly understand your customer’s needs.
Know the critical criteria needed to identify unqualified opportunities early before wasting bid and proposal funds.
Click here to download the workshop flyer.
