Educational Needs

Educational Needs Assessment

Identify the Gaps and Misalignments in Your BD Organization’s Core Competencies to Pinpoint the Right Education, Coaching and Professional Development Your Team Needs

MBDi has been conducting comprehensive BD assessments for over 30 years specifically in your industry and know what it takes to drive revenue. While our Revenue Generation Assessment consists of a comprehensive, broad based review of the eight (8) key components that are found in all successful BD organizations, our Educational Needs Assessment uses the same methodology but focuses only on the four (4) key components on the operational/tactical side of your BD organization, specifically People, Process, Plans, and Leadership.

MBDi-8-Ball-Graphic-OptionA-V2

Because these four components are covered as part of the comprehensive Revenue Generation Assessment, it is not necessary to perform the Educational Needs Assessment when you conduct the Revenue Generation Assessment. This assessment captures the present state of revenue growth capability within your entire BD organization creating a baseline from which to compare against top performing BD organizations in your industry.

A sampling of what is evaluated:

  • Review of your operational and tactical BD plans
  • Evaluation of your direct and indirect BD personnel capabilities and limitations
  • Evaluation of your BD leadership capabilities
  • Analysis of your organizational Business Development process
  • Analysis of your BD personnel leadership including their behavioral psychology competencies
  • Evaluation of your BD organization’s structure, documentation and execution of the Client Engagement Process

12 Core Competencies
of Business Development

This assessment also addresses the 12 Core Competencies of Business Development and captures the present state of individual thinking, discipline, processes, customer engagement methodologies, hunting/farming skills, leadership capabilities, and BD plans.

Know Up Front Where To Focus Efforts & Resources

The Educational Needs Assessment may be conducted as a standalone without the Revenue Generation Assessment. However, our client history shows those who conduct the MBDi Revenue Generation Assessment experience the maximum revenue results over those who opt only to conduct the MBDi Educational Needs Assessment.

The decision is yours.

The Educational Needs Assessment will:

  • Confirm or deny the consistent use of a proven customer engagement methodology across your enterprise
  • Identify the presence or absence of honed “hunting” and “farming” skills aligned with your BD organization’s needs
  • Confirm or deny the right type of thinking and behaviors are present to drive revenue results
  • Review your operational, tactical and account plans to identify misalignments or gaps
  • Identify the presence or absence of BD processes including early shaping and opportunity identification and qualification components
  • Confirm or deny a proven customer engagement model is in place and consistently used throughout the BD organization
  • Prove or disprove the ability and commitment of leadership and personnel to achieve the desired revenue growth goals
  • Evaluate the BD organization structure where accountability and resources lie to achieve goals
  • Review position descriptions, skills, metrics and KPIs for Business Development roles to identify misalignments or gaps
  • Review Business Development career path and succession plan evaluations to determine if optimal

We Provide You The Roadmap for Corrective Action Whether Or Not You Engage With Us Further

Once your Educational Needs Assessment is complete, a final report will be presented, which will include our key findings and observations with a list of recommended educational needs of your BD organization. In addition, you will receive a comprehensive plan detailing specific course selections for each individual or level of your BD organization complete with recommended timelines to ensure revenue results.

RECOMMENDED FIRST STEP

RECOMMENDED FIRST STEP

Please contact MBDi to discuss and/or schedule and assessment or learn more about our other Services:

What Our Clients Are Saying

  • MBDi was instrumental in helping me turn around a Business Development Department that had not remained current with evolving Industry trends. Using their proprietary systems, MBDi helped to evaluate the skills, knowledge and ability of existing Business Development personnel to determine both individual and collective training needs as well as suitability for the demands of a new business development model. Using the results of this effort, a comprehensive training plan was instituted and selections made to ensure personnel were matched to the needs of the new model. Additionally, through their consulting service, MBDi helped to develop comprehensive business development processes and procedures to ensure consistent results. Our return on this investment resulted in increasing our maturity level from level two to level four (out of five) and improving win rates from 65% to 98% for re-competes and from 32% to 46% for new business.

    Senior Vice President Business Development, L-3 MPRI

Want to Speak with References from Your Specific Industry?

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In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
Your Information will never be shared with any third party.
Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
Your Information will never be shared with any third party.
Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
Your Information will never be shared with any third party.
Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
Your Information will never be shared with any third party.
Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.