How Efficient and Effective is
Your Customer Engagement Process?
MBDi ‘s Certified Customer Engagement Professional Curriculum is Proven To Deliver.. Unified, Proactive Teams Using The Same Customer Engagement and Business Development Methodology and Speaking A Common HUMINT® Language To Enhance Revenue Results.
The MBDi HUMINT® Certified Customer Engagement Professional Curriculum
For over 39 years, organizations have chosen MBDi as their professional development partner because we place 100% on driving revenue results. We understand that revenue growth success determined by the quality of the dialogue between your Team and your Customer. Our HOLISTIC approach identifies your organizations actual problems and complex challenges. We assess and develop a tailored corporate training program that addresses the identified skill gaps within your organization. Your organization will shift to a more consultative approach that will enhance engagement with customers, evaluators, stakeholders and influencers to identify and shape thinking, prior to presenting the “best” solution for the customer.
Certification Level is Based upon
Participants Customer Engagement Role
Organizational Concerns this Program Addresses
- Culture shift need for a more proactive revenue generating & customer-centric culture
- Lacking effective opportunity identification & qualification phase to analyze business and drive revenue growth
- Decision making effected by poor or little customer intimacy and the lack of HUMINT
- Not disqualifying unwinnable opportunities early enough
- Missing Early Stages of the business acquisition process prior to capture planning
- Not knowing how to shape the RFP in advance so the requirements match your capabilities
- Wasted B&P resources pursuing unwinnable opportunities
- Lost re-competes and or bids that everyone thought would be won
Key Learning Points
- Understanding & Aligning for organizational success utilizing the key components of Plans, Process and Personnel
- Why it’s important to focus on “what they do, not what they say!”
- What is required to find, recruit, assess, interview and hire BD Personnel
- Analyze the BD potential of your team (knowledge, thinking, skills and discipline)
- Utilize the six components of Leadership required to Guarantee Revenue Results
- Identify and overcome repetitive, non-productive behavior
- Develop, coach and empower your BD team to grow
Educational Needs Assessment
1. For business development training to be effective, we conduct a comprehensive Educational Needs Assessment or can take a less intensive assessment approach.
2. We understand how each organization is unique, with its own culture, processes, set of abilities and challenges.
3. We identify any gaps and misalignment in your BD organization’s core competencies to pinpoint and determine the right education and professional development approach for your team.
Tailored Business Development Courses
1. After we have a clear understanding of your objectives, we collaborate with your Subject Matter Experts to create activities and content modules to achieve your course objectives.
2. We work with you to design and develop customized Business Development courses to meet your specific needs.
3. Once the program is finalized, you can either train your team to deliver the custom Business Development training going forward, or continue to receive training assistance from the experienced team at MBDi.
Institutionalization & Reinforcement
This process is critical to build a high performing BD team that drives revenue results.
We work with your team to develop a customized implementation plan to establish real and lasting change.
Advanced reinforcement BD training for key BD personnel as well as senior BD leadership training.
We review your personnel, BD processes, org structure, metrics and compensation to ensure they are aligned for optimum success.
- Institutionalized Customer Engagement Program
- Development Program if you don’t have your own
- Improved pipeline, qualification, capture and B&P spend
- BD Leader able to focus on growth, while MBDi develops team skills
- Allows Personnel who have become “too expensive” to allocate to programs to develop revenue
- Better up-sell ability on existing contracts and engagement for re-competes
- Common lexicon and process
- Accelerated professional development of Teams using MBDi Methods
- Standardized process, better team interaction
- Better end-to-end engagement with customers
- Consistency of customer engagement across the organization
- Highly developed CEP professional
- Personal and Professional Career Development
- Institutionalize of a Certified Customer Engagement Professional, develop skills and mindset
- Increase satisfaction – Achieve Personal and Professional Goals
- Individuals who have exceeded customer salary caps, have a continued career (BD or Capture) with the company