Description

Maximize Your Business Development Opportunities With The Mastering Business DEVELOPMENT MASTERCLASS.

The Business Development Executive Workshop challenges the way you think about your Business Development strategies and opens your eyes to an approach that’s been proven to help organizations all over the globe meet and even exceed revenue targets. The Workshop focuses on the thinking, process and discipline required for professional Business Development.

In this workshop, you’ll dive into the core competencies required to fine-tune your Business Development process and enjoy greater success, including the thinking, implementation and discipline necessary to create positive and lasting client relationships. You’ll venture well beyond techniques and tactics as you learn about behavioral psychology as it relates to Business Development, and how knowing yourself is just as critical as knowing your prospect.

 

Content

  • Introduction
  • Challenges Exercise
  • 12 Core Competencies
  • The BE Components of The 12 Core Competencies
  • The KNOW Components of The 12 Core Competencies
  • How and Why People Buy
  • The DO Components of The 12 Core Competencies (Systems)
  • Introduction to the (OI&Q)i Phase, Opportunity and Intel Funnels
  • Introduction to the MBDi HUMINT® Client Engagement Process
  • Phase 1 – Client Engagement Process: Homework before the call
  • Phase 2 – Client Engagement Process: Preparing for a call
  • Phase 3 – Client Engagement Process: Executing the Call Establishing Trust
  • The DO Components of The 12 Core Competencies- Listening and Questioning skills
  • Phase 4 – Client Engagement Process: Executing the call Diagnostic Interview
  • Phase 5 – Client Engagement Process: Executing the callConfirming Financial Ability to Invest
  • Phase 6 – Client Engagement Process Documenting the call

 

Objective

Provide course overview

  • Identify participant challenges to be addressed during the training
  • Provide understanding of The 12 Core Competencies of Business Development
  • Provide an introduction to BE:KNOW:DO
  • Why leadership is necessary in business development.
  • The characteristics of the BE components
  • Understanding of mission, principles and ethics
  • Understand how your self-worth is not dependent on your roles
  • The difference between goal and purpose in business development
  • Learning how to leverage the principles of behavioral psychology to better understand yourself and your prospects
  • Know the 3 ego states and how they affect both you and your client’s behavior
  • Learn the basics of Transactional Analysis
  • Understand conceptual limitations and how they hold people back in BD
  • Know why BD professionals struggle in their role Know psychologically how and why people buy
  • Know why a BD process is needed
  • Learn the difference between a proactive vs. reactive BD process
  • Understand the components of a proactive Government Services BD model
  • Learn the difference between data & HUMINT® Intel Funnel vs. Opportunity Pipeline
  • Guidelines for the Opportunity Pipeline/Intel Funnel
  • Know how to identify the difference between suspects and prospects
  • Provide an overview of the 4 Phases of the MBDi HUMINT® Client Engagement Process
  • Know how to evaluate an opportunity
  • Know how to document an intel gathering plan
  • Know how to document a call plan Gain an understanding of the value of preparing for a call
  • How to take control in setting appointments
  • How to leave effective voice mails
  • How to make the initial contact
  • The value of practice, drill, rehearse
  • Know why a purpose statement is important and how it differs from goals
  • Know how to write a purpose statement
  • Understand the psychological aspects of
  • bonding and positioning and develop script questions for bonding and positioning
  • Understand the benefit and need to establish the rules of the relationship
  • Develop script questions for bonding, rules rights and responsibilities Learn why active listening is so difficult
  • Learn the questioning skills necessary for success in business development
  • Develop script questions for each of the questioning skill areas
  • Know how to ask permission and then conduct a diagnostic interview
  • Know how to develop diagnostic questions
  • How to shape the opportunity based on the intel gathered Know when and how to discuss financial and decision making aspects of a purchase
  • Learn how to avoid giving premature, unfocused or forceful presentations
  • Learn how to shape budget considerations
  • Learn how to identify all direct and indirect decision makers
  • Know why call reports are important
  • Understand how to utilize and share the intel gathered

 

 

WHO SHOULD ATTEND?

 

  • Business Development Leaders
  • Marketing Managers
  • Capture and Pursuit Managers
  • Senior Executives
  • Program Managers
  • Proposal Managers
  • Campaign Managers
  • Contract Manager
  • Relationship Manger
  • Key account Manager
  • Sales manager
  • Entrepreneurs
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