MASTERING BUSINESS DEVELOPMENT 3-DAY WORKSHOP

Cold Calling Reluctance, Objections, Getting In Front of Decision-Makers And Building Relationships Issues

The highly interactive, participant-centered course addresses Business Development challenges through role play, group and individual exercises taught by industry experts. Participants learn the why and how to solve these issues and are armed with the tools and techniques to apply immediately. Participants learn the fundamentals of the MBDi Business Development Processes® & methodology which can be applied to nearly every industry and business development situation. Participants take away best practices, a framework and a strategy to effectively incorporate into their business development process to increase leads, customer engagement and revenue generation.

Upon completion receive 21 PDUs

Typical Challenges Addressed in the Workshop:

  • Terrified of cold calling and not knowing how to start the conversation or how to work through objections with prospects and customers
  • Overwhelmed from learning the basics of the product production and trying to understand the kabuki dance between your company, customer and government
  • Fighting to get through the closed nature of your customer community
  • At a loss for how to refine your approach to different personalities on the fly
  • Agonized with being thrown into a BD role when its not your background and you don’t know anything about selling
  • The frustration of not being able to get in front of the decision-maker
  • The challenge of overcoming the historical biases internally
  • Hampered by the lack of a BD process internally and expected to maintain a solid relationships with existing customers and look for new opportunities

Participants Who Complete The 3-Day Workshop Typically are able to:

  • Become more effective Business Development Professionals after learning the competencies taught in the workshop giving them the thinking, behavior and skills required for proactive client engagement and revenue generation.
  • Improve the quality of intelligence necessary to identify and disqualify unprofitable opportunities before they invest B&P resources in low probability of win opportunities.
  • Use the proactive steps of the MBDi HUMINT Client Engagement Process to ensure each engagement with a client delivers the quality intelligence needed to move opportunities through your pipeline.
  • Better understand  the psychology of how and why clients “buy” when making sourcing decisions.
  • Learn how to encourage customers to participate in your Opportunity Identification and Qualification phase rather than being drawn into their RFP process.
  • Utilize the best practices from featured panel of Business Development experts for how to increase their revenue in the current environment and develop win-win business relationships.

Workshop Dates

Your Investment Includes: 3-Day program, pre-classroom preparatory instructions, reading materials, snacks, beverages and lunch each day.

Typical MBD Participant Titles Include:

  • BD Professionals
  • Capture Managers
  • Program Managers
  • BD Managers
  • Inside Sales/ Manager & Director
  • Chief Engineers / Account Manager
  • Questions email Priya at promano@mbdi.com

Testimonials from Graduates of the Workshop

  • Excellent curriculum leveraging psychological theory that helps you think very differently about how to engage with clients/customers to stay in control and foster results.” ~ Business Development, Technical Propulsion
  • “I came in very blind to the true nature of Business Development. After the 3-day workshop, my eyes were opened to a new world of business.” ~ Business Development Manager

Testimonials from Graduates of the 3-Day Workshop

  • “The class helped me think differently about BD. Always was solution driven, not behavioral. Now I have to have the discipline to change.”~ Senior Sales Manager

 

  • “This course helped me to understand why I get nervous and hesitate to BD calls, and provide me with the information to counter these feelings.” ~ Director

 

  • “Great workshop – even for a BD novice, I learned much more than I expected.” ~ Program Manager II

 

  • “You don’t know what you don’t know, and until now, no one ever told me what BD really was at its core.”~BD Director

 

  • “It is always beneficial to stop working and take a few days to really think and this workshop encourages thinking!” ~Deputy Director

 

  • “A lifetime of experiences packed into 3 days!” ~ Senior Vice President & IT Services

 

  • “This workshop reinforced that customer engagement requires deliberate preparation.” ~ Senior Vice President – Human Capital Services

 

  • “Great workshop!” ~ Inside Business Development Sales

 

  • “MBDi provided a challenging, intense 3 days. It allows you to create a change in mindset through critical thinking.” ~ Regional Manager

 

  • “This workshop increased my planning for productivity in shaping business opportunities, saving me time “chasing” opportunities.“ ~ Deputy Account Manager

 

  • “Better to know how and why someone buys.” ` Director of Operations        

 

  • “For those of us with a lot of experience with BD roles, this was a great overview of the fundamentals and insights form others in their roles. For those with little or no BD experience, this is a great starting point. I wish I would have had this training earlier in my career.” ~ Senior Sales Executive – Southwest Region
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:
  • 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.