Client Engagement Process

Just Because You Have a Client Engagement Process Doesn’t Mean It’s Working

Knowing “What” to Do is One Thing. Knowing “How” to Do It is Another.

Most organizations have well-documented policies and processes detailing what to do in each phase of their Business Development process. The vast majority, however, lack the “how to” component of client interaction and a purpose-driven Client Engagement Process.

If you are unsure if your team knows “how” to use your existing Client Engagement Process, we can assist you with our Educational Needs Assessment. Our experienced consultants will evaluate your BD organization’s structure, documentation, and execution of your Client Engagement Process. If you know your team lacks the understanding of “how” to proactively build long-term relationships with clients, how to identify and shape opportunities early, or how to gather the right intelligence, we offer our Mastering the Client Engagement Process workshop.

What risks does this pose to your organization?

  • Frustrated customers resulting in loss of existing contracts
  • Low win rates due to not fully understanding customers’ needs
  • Wasted time and financial resources pursuing “bad” opportunities
  • Concern about the validity of opportunities in the current pipeline and ability to forecast accurately
  • Missed opportunities resulting from failure to uncover customers’ future needs and preparing for them

Course Overview:

This course will enhance your understanding of how to proactively engage with customers to develop long-term relationships. This is essential in identifying and shaping opportunities early and gathering the required intelligence.

Methodolgy:

The 2-day MBD Implementation Series workshops build upon the broad range of material covered in your initial MBDi training. By focusing on one core content area and utilizing role playing, individual exercises, peer coaching and other interactive activities we provide you an in-depth understanding of the material and the reinforcement necessary to fully internalize and master the content.

Learning Objectives

  • Develop an in-depth understanding of the 4-Phases of the Client Engagement Process
  • Know and understand what specific pains you solve for prospects
  • Learn how to develop a script that will uncover the client’s core issues
  • Learn how to “rack and stack” data, intel and validated human intelligence (HUMINT®)
  • Learn how to base your pursuit decisions on validated human intelligence
  • Develop an understanding of how to use a Client Engagement Process to get beyond a personality driven client call
  • Learn how and where to intelligently invest B&P funds in opportunity pursuits

Upon completion of the course, participants should be able to:

  • Define and agree on opportunity criteria
  • Complete an intel gathering plan
  • Develop a proactive call plan
  • Develop and execute a call script
  • Develop interview questions
  • Use questioning skills (Socratic questioning, negative reversing, etc.
  • Conduct a diagnostic pain interview to enhance your intel gathering
  • Integrate all of the above into an efficient and effective Client Engagement Process

View Business Development Training Workshop Dates and Registration Details

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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.
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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
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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.