Mastering Business Development® Series Curriculum At A Glance

PHASE 1 – ASSESSMENT
For training to be effective, we must first identify any gaps and misalignments in your BD organization’s core competencies to pinpoint the right education and professional development approach for your team. MBDi can conduct a comprehensive Educational Needs Assessment or take a less intensive assessment approach. Based on the findings, MBDi will determine the best approach to address your needs.
PHASE 2 – AWARENESS
Course Name Who Is It For Course Summary
Empowering Leaders in Business Development® Functional and Executive Leadership Half-day leadership program provides senior leadership an introduction to the skills, processes, thinking and BD roles necessary within a proactive BD organization. This program covers an understanding of BD terminology, how human intelligence is the key to success in new revenue generation and an understanding of the mechanical and psychological challenges associated with a BD role.
Introduction to Business Development BD Support & Ancillary Personnel One day course introduces attendees to consultative new Business Development, the early shaping Opportunity Identification and Qualification (OI&Q)i Phase and how Business Development interacts with the capture and proposal processes.
PHASE 2 – ADOPTION
Course Name Who Is It For Course Summary
Mastering Business Development® Non-BD Personnel that engage Customers, BD & Capture Personnel, and BD Leadership Two or three day introductory program provides participants the necessary thinking, process and discipline required for professional Business Development. 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.
PHASE 3 – INSTITUTIONALIZE
Course Name Who Is It For Course Summary
Mastering Business Development2® BD & Capture Personnel and BD Leadership Four to eight days (2-4 sessions) provides the reinforcement training for the internalization and institutionalization of the MBDi (OI&Q)i Phase and HUMINT® Client Engagement Process. This series fosters an “intrepreneurial” business mindset through the development and reinforcement of the concepts and proactive processes essential for success within a Business Development role.
Guaranteeing Revenue Results® BD Leadership Two day leadership development curriculum designed for Revenue Generating Leaders and Business Unit Heads utilizing the MBDi (OI&Q)i Phase and HUMINT Client Engagement Process. This curriculum focuses on the leadership thinking, process and skills necessary to recruit, coach, develop and lead a proactive, consultative new Business Development team to achieve revenue goals.
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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.