Business Development Workshops Proven to Increase Win Rates

The Mastering Business Development® Executive Workshop is an education and professional development program consisting of Business Development courses, which focus on the thinking, process and discipline required for professional Business Development.

Business Development is primarily a relationship development and intelligence gathering process. Participants 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.

One of several MBDi Business Development workshops, 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. The MBDi Business Development Process goes way beyond techniques and tactics to provide an integrated and complete Business Development methodology resulting in a dramatic upward impact on revenue generation.

Through the instructor’s use of Socratic teaching techniques, participants will acquire the knowledge, thinking, skills and discipline required to proactively engage clients from a Strategic Hunting, Organic Farming or Program Management perspective. Participants have described our Business Development workshops as career-transforming experiences.

Participants

LEARN:

Course Content

  • 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 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 difference between goal and purpose-driven Business Development.
  • The basics of utilizing interpersonal human psychology to understand yourself and your clients.

Day 1

Overview:

The concepts of self-identity and role identity and how to differentiate between goals and purpose in professional and personal life.

Participants will 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. Participants will 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.

Day 2

Overview:

The fundamentals of the MBDi Business Development Process® and how the rules of the relationship are established.

Participants will learn how to control the client interview process and gain valuable insights into how and why people buy. They will learn the process for qualifying and disqualifying prospects and acquire new skills for diagnosing the issues and motivations that are driving each client. Participants will discover how human behavior is controlled by the hierarchy of needs and emotions and how to harness that knowledge to make them more effective, confident, and successful in their business and personal roles.

Day 3

Overview:

A proven 4 Phase Client Engagement Process that produces high value, human intel that drives Opportunity Identification & Qualification.

Participants will learn account planning, intel planning, call planning and script development with role playing of specific client calls. They will experience how individuals bond and position in different roles and at different levels within an organization. Participants will understand how to control the decision making process in the procurement cycle and master the skills needed for prospecting, qualifying and closing business. They’ll 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.

What Our Clients Are Saying

  • We built unregulated product sales from zero to $16 million in three years, achieving net profitability in the third year. During that time we put our folks through MBDi, the entry-level workshop, and MBDi, the application level. There is no doubt MBDi training helped us immensely. During the training, gross margin productivity was, at a minimum, doubled each year. Revenues were also doubled.

    Vice President Custom Markets | Florida Power
  • The training I’ve received with MBDi has provided a completely different, non-traditional model for Business Development. I’m always searching for “PAIN”; weeding through the “no’s” and finding the “yes’s”. I’ve become a “solutions” person for my customers, not a features and benefits person. I’m convinced it works; have referred a number of businesses to MBDi; and am sending my newest Associate to MBDi for training.

    Owner | TFM & Associates, Inc.
  • Based on my experience building companies, every Business Development professional sent to this training class benefited and demonstrated increased sales, win rates and overall production.

    Chief Growth Officer | 3Pillar Global
  • The system and premise to help prospects with their problems and have true understanding of their business before mutually deciding to do business has enabled us to grow rapidly. MBDi’s process works and has helped me to grow my company's business to close to $100 million in annual sales and my personal book of business to close to $60 million annually. The monthly commission deposits are fun to make!!

    Division Vice President | Amiee Lynn/Leg Apparel
  • MBDi delivers the best training I know of to "get your head fixed" when it comes to understanding customers on any level.

    Worldwide Manager, Nuclear Fuel Mechanics | AREVA, Inc.
  • I am very thankful to MBDi for teaching me how to sell my services. Their professional Business Development workshops are designed to help engineers and tradesmen who may know a lot about their trade but very little about why people purchase the services they have to offer. Utilizing the principles they teach, my sales went from a few hundred thousand a year to several million. I owe this to their training and would highly recommend MBDi.

    Owner, Waters Craftsman

See Upcoming Business Development Workshops

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.

0
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.
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.