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Common Questions

About Our Business Development Courses

These questions often arise regarding our Business Development courses. If you have a question not answered below, we are happy to help. Please contact us.

What is Business Development and how does it differ from traditional sales?

The primary difference between Business Development and traditional sales is that the BD approach to client engagement focuses on identifying the client’s underlying needs and using your skills and expertise to identify or develop the best solution. A traditional sales approach, or “push” selling, focuses less on the identification of needs and more on pushing a solution and then overcoming the client’s objections to that solution.


What distinguishes MBDi from other training companies?

MBDi Business Development methodology takes a holistic approach that not only teaches the what and the how, but also the why behind effective Business Development processes, which is where most other training programs fall short. By examining the behavioral psychology that drives decision making, our Business Development courses give you a better grasp of how you can use your knowledge to improve client engagement and build lasting relationships.


Are there any multiple-person price breaks available for the Mastering Business Development Workshop?

The workshop is regularly priced at $2,995. For two to four attendees, the price reduces to $2,795 each. For five or more attendees, the price reduces to $2,595. This price does not include workshop materials/shipping fees.


What is your cancellation policy?

If you request cancellation 14 days or more before a scheduled workshop, you may nominate a substitute or transfer to another program at no additional cost. Refund requests will incur a $250 cancellation fee. Refunds are not provided for cancellations received less than 14 days before a scheduled workshop. Transfers or substitutions within 14 days of a scheduled workshop will incur a $500 administration fee. All cancellations, transfer requests and substitutions must be made in writing to rnemeth@mbdi.com.

Refunds are not given for no-shows.

MBDi reserves the right to cancel any event at its reasonable discretion. In the event of cancellation, MBDi will coordinate your attendance in another training session.


What level of experience do most of your Mastering Business Development Workshop attendees have?

We have successfully trained a wide variety of individuals with very diverse backgrounds and experience. No matter your experience level, you will get the most from your training if you establish your goals before you begin the program.

Very experienced attendees often find that they discover things they didn’t know, or they finally understand why their approach has worked in the past. Novices are in a particularly good position because they are able to start from scratch without having to unlearn any incorrect behaviors.

Regardless of your level of experience, completing your pre-work and coming ready to learn, unlearn, or re-learn, will help you optimize your educational experience.


Is the Mastering Business Development Workshop relevant to any industry?

This workshop is an open-enrollment training program appropriate for BD professionals in all industries who wish to improve their Business Development and client engagement skills, while enhancing their professional and personal lives.


What is the benefit of individual training verses in-house corporate training?

Our individual training provides individuals or small corporate groups the opportunity experience and learn the MBDi business development methodology. It also offers a valuable opportunity to network with other BD professionals across a variety of industries.

If your organization has more than 10 individuals to train, we recommend you conduct in-house corporate training. While you won’t have the opportunity to network with individuals from other companies, corporate training can be tailored or customized to better address the skill gaps within your organization. This option can also minimize travel costs.

Learn more about our Corporate Curriculum.


Do I have to attend the Mastering Business Development Workshop before I can attend a Mastering Business Development Implementation Series Workshop?

Yes, you must have completed a two- or three-day Mastering Business Development Workshop or a two-day MBDi Association workshop before you can attend a Mastering Business Development Implementation Series Workshop.


Learn more about our MBD Implementation Series.

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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
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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.
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In this White Paper you will learn:
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  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
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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
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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 ®
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Issue Paper:
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In this White Paper you will learn:
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Your Information will never be shared with any third party.