Home | MBDi HUMINT Customer Engagement Professional Certification Program | Important Details For Mastering Business Development Executive Workshop

Important Workshop Details

May 1-3, 2018  |  Charlotte, NC

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Venue

Harris Conference Center
3216 CPCC Harris Campus Dr
Charlotte, NC 28208

Instructors:

Accommodations: Participants are responsible for their own hotel arrangements.

There are a few hotels in the area that are available. The first two that I’m going to suggest have a shuttle service that will take you to and from the conference center each day.

Hyatt Place
2950 Oak Lake Boulevard
Charlotte, NC 28273

  • My next suggestion is the Sheraton Charlotte Airport Hotel. They are offering a special rate of $149/night. In order to receive this rate, please email Beverly Zuchowski at the Sheraton with the dates you will be staying and she will handle your reservation for you.

Beverly Zuchowski
Sales Manager
Phone:  704 395 6183
beverly.zuchowski@sheratoncharlotte.com

Sheraton Charlotte Airport Hotel
3315 Scott Futrell Drive
Charlotte, NC 28208

  • For my Marriott people, there is a Renaissance Charlotte Suites about 6 minutes away from the conference center, please note that there is not shuttle service provided to the conference center with this hotel .You will be on your own for transportation as well as room rate.

Renaissance Charlotte Suites Hotel

2800 Coliseum Centre Dr
Charlotte, NC 28217
704-357-1414

Program Timeline: The training starts promptly at 8:30 am and will end at approximately 5:00 pm on Tuesday and Wednesday. We will plan to wrap up by 4:30 pm on Thursday.

Dress: Business casual

Course Overview:

This interactive, participant-centered workshop introduces the MBDi Business Development Process® with its early shaping Opportunity Identification & Qualification Phase and the HUMINT® Client Engagement Process. Participants will learn how to leverage the principles of behavioral psychology to identify valid prospects and pipeline opportunities, effectively qualify them and develop win-win business relationships for their organizations, their clients and themselves.

What You Will Learn:

  • The competencies necessary to become a Business Development Professional including the thinking, behavior and skills required for proactive client engagement and revenue generation.
  • How to gather the intelligence necessary to identify and disqualify unprofitable opportunities before you invest B&P resources in low probability of win opportunities.
  • The proactive steps of the MBDi HUMINT Client Engagement Process to ensure each engagement with a client delivers the quality intelligence you need to move opportunities through your pipeline.
  • How and why clients “buy” when making sourcing decisions.
  • How to encourage customers to participate in your Opportunity Identification and Qualification phase rather than being drawn into their RFP process.
  • The basics of utilizing interpersonal human psychology to understand yourself and your clients.
  • Best practices from featured panel of Business Development experts for how to increase revenue in the current environment

Pre-Workshop Assignments:

Please allow a minimum of 10 hours to complete the pre-workshop assignments. Completing the pre-work is a small investment that will significantly enhance the benefit you receive from attending this event. We receive feedback consistently on how participants regretted not being better prepared.


1) Complete the online Personal Information Worksheet. The sooner we receive your PIW, the sooner we can prepare to meet your needs. Please be as detailed as possible as we will use the input you provide to tailor our program accordingly. All information provided remains strictly confidential and is used solely for this program’s planning and curriculum development.


2) Ensure that you read the entire training manual, Winning Conversations, Mastering the Art of Business Development which will be mailed to you. Click here to access a PDF version of the manual.


3) Read the supplementary reference materials provided on our website (pay special attention to the topics listed below). Familiarity with these topics will help you to fully understand the scope and depth of the material:

Cancellation Policy:

1) For cancellations received 21 days or more from a scheduled workshop, you may either transfer to another program or nominate a substitute at no additional cost. Refund requests will incur a $250 cancellation fee. No refunds will be provided for cancellations received less than 21 days before a scheduled workshop. Transfers or substitutions within 21 days of a scheduled workshop will incur a $300 administration fee. All cancellations, transfer requests and substitutions must be made in writing to rnemeth@mbdi.com.

2) No registration fees will be refunded for no-shows.

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

Questions?

For questions not addressed above, email Rebecca Nemeth at rnemeth@mbdi.com or call 704-553-0000 x 13.

Contact Us

Thank you for your interest in MBDi. Please fill out the contact form below and one of our team members will be in touch with you shortly.

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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:
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Your Information will never be shared with any third party.
In this White Paper you will learn:
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  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.