MASTERING BUSINESS DEVELOPMENT®

Curriculum at a Glance

PHASE 1 – Pre-Workshop Assignment

To get the maximum benefit from your investment, it is essential that all attendees complete the pre-program assignments to ensure they are thoroughly prepared and the program time is used most effectively.
Personal Information Worksheet, allows us to tailor our program to meet your needs. All information provided remains strictly confidential and is used solely for this program’s planning and curriculum development. Pre-workshop Training Manual will be sent to you and to be read prior to the workshop. 5 Supplementary Reference Material links will be provided on our website to give you familiarity with specific topics to help you fully understand the scope and depth of the material.

Phase 2 – Day One

  • Explore the concepts of self-identity and role identity and how to differentiate between goals and purpose in professional and personal life.
  • Learn how to deal with rejection, risk-taking and failure and gain a better understanding of the importance of leadership, integrity and character in developing business.
  • Acquire a better understanding of the psychology of human behavior and how it applies to their own self-knowledge and understanding of others.
  • This day is dedicated to helping participants recognize the misconceptions they carry—and assist them in unloading those misconceptions to make their business relationships more successful.
Module Description Objective
Introduction To Mastering Business Development Introduce instructors, general information, (e.g., orientation to the venue), define training roles and responsibilities, and review the agenda. •Course Overview
•BD Overview
•Purpose and Objective
Challenges Exercise Business development challenges exercise. •Identify participant challenges to be addressed during the training
12 Core Competencies Introduction to The 12 Core Competencies of Business Development. •Provide understanding of The 12 Core Competencies of Business Development
•Provide an introduction to BE:KNOW:DO
The KNOW Components of The 12 Core Competencies Understanding the KNOW Components of The 12 Core Competencies and the 4 Cornerstones of Business Development (money, technical, people/psychology and business). In-depth review of the 3 ego states, how Transactional Analysis improves your understanding of a prospect. Understanding the reasons BD professionals struggle and sometimes fail. Understanding the 3 ego states (adult, parent and child). The emotional pressure of BD roles. •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
Understanding Who We Are vs. What We Do Self-Awareness Exercises •Purpose, Background and Assignments to understand Role-Identity Vs. Self-Identity
Risking and Failing Understanding Why People Avoid Risk •Discussions, Lessons and Rules for separating Role and Self
Goals, Roles and Tolls Understanding Your Goals •Learn the importance of goal setting as it relates to your life and self-motivation
Day One Review and Homework Assignment Reading, case studies and preparation for Day Two •Prepare to share case study and questions

Day Two

  • Review the fundamentals of the MBDi Business Development Process® and how the rules of the relationship are established.
  • Learn how to control the client interview process and gain valuable insights into how and why people buy.
  • Learn the process for qualifying and disqualifying prospects and acquire new skills for diagnosing the issues and motivations that are driving each client.
  • Discover how human behavior is controlled by the hierarchy of needs and emotions and how to harness that knowledge to make people more effective, confident, and successful in their business and personal roles.
Module Description Objective
Understanding Ourselves & Our Clients Understanding limitations •Understanding the what, why and how
Why and How People Buy How and why people buy. •Know psychologically how and why people buy
The Buying Decision Formula Understanding Risk •Understanding how risk factors into the buying process
The DO Components of The 12 Core Competencies (Systems) Understanding the DO Components of The 12 Core Competencies (Systems, Processes, Skills and Plans); Understanding reactive vs. proactive Business Development Processes. Basic BD terminology and BD process definitions. •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®
Business Development Terminology and Definitions Business Development Terminology Exercises •Exercise covers growth, roles, Intel, pipelines, leads, qualification and shaping
The Early Shaping (OI&Q)i Phase The Early Shaping Opportunity Identification & Qualification (OI&Q)i
Phase. Guidelines for the opportunity pipeline and Intel funnel. Introduction
to the Client Engagement Process.
•Intel Funnel vs. Opportunity Pipeline
•Guidelines for the Opportunity Pipeline/Intel Funnel
•Know how to identify the difference between suspects and prospects
Early Disqualification of an Opportunity Why disqualify early? •Review reasoning and process for disqualification
Shaping Relationships and Opportunities Understand the shaping process •Learn how to shape, what areas and guidelines
Tracking Opportunities, Intel and Prospects Review Opportunity, Intel and Prospect Funnel •Learn how to keep your funnel full
Day Two Wrap-up and Homework Assignment Review notes from Day one and two, reading and exercise •Be prepared to ask any clarification questions the next day

Day Three

  • Learn a proven 4-Phase Client Engagement Process that produces high value, human Intel that drives Opportunity Identification & Qualification.
  • Learn account planning, Intel planning, call planning and script development with role playing of specific client calls.
  • Experience how individuals bond and position in different roles and at different levels within an organization.
  • Understand how to control the decision making process in the procurement cycle and master the skills needed for prospecting, qualifying and closing business.
  • Learn how to overcome the psychological limitations and barriers implicit in developing business and how to successfully integrate these processes and skills into the daily practice of Business Development.
Module Description Objective
HUMINT® Client Engagement Process Introduction to the 4 Phases of the MBDi HUMINT® Client Engagement Process. •Provide an overview of the 4 Phases of the MBDi HUMINT® Client Engagement Process
Phase 1 HUMINT® Client Engagement Process Phase 1 of CEP. Cover how to develop Intel gathering and shaping plans, call plans and the value of human intelligence vs. data in decision making. •Know how to evaluate an opportunity
•Know how to document an Intel gathering plan
•Know how to document a call plan
Phase 2 HUMINT® Client Engagement Process Phase 2 of CEP. Covers the benefits of developing questions and script prior to engaging a client or prospect, understanding the phase of the process you are in with the client and developing script to successfully get past gatekeepers. •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
Phase 3 HUMINT® Client Engagement Process Phase 3 of CEP. Covers the development of script for establishing trust and respect. Includes bonding & positioning, rules, rights and responsibilities of the relationship and the development of purpose and goal statements. Understand the difference between being purpose or goal driven. •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
The Art Of The Interview Understanding The Bonding and Positioning Phase •The value of listening and how to improve your listening skills
Dialogue and Intel Gathering Skills Understanding how to read prospects and Socratic Dialogues •Learning what dialogues work and why
Asking Permission to Interview The importance of asking permission •Class exercise of how to ask for permission
The “Pain” Interview – Act Two Learn how to Qualify or Disqualify using the pain Intel funnel •Learn the guidelines of diagnostic interviewing
•Frequent mistakes made during interviewing
•Uncovering the customers pain exercise
•How to make the initial contact
•The value of practice, drill, rehearse
Closing the Call Closing call questions •Learn how to close
•Closing the call scripts
The Final Act – Act Three Understand when to invest and who makes the decisions •Learn how to qualify financial ability to invest in a solution
•Determine who, when and how the decisions will be made
•Script Development
Phase 4 HUMINT® Client Engagement Process Covers the importance of documenting call reports, evaluating the information gathered to make changes to the Intel gathering/ shaping plan and how to use the information to make informed business decisions. •Know why call reports are important
•Understand how to utilize and share the Intel gathered
Case Study and Worksheets Group Case Studies •Discuss case studies and why
Personal Goal Setting and Planning Exercise Understanding Your Goals and the concept of time and money •Lifeline lessons
Contact Us

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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.