26 October Huntsville, AL

$1,595.00

The Leadership & Psychology in Business Development workshop is a highly interactive training program for Business Development or Capture Management Professionals. This workshop is part of the MBD Reinforcement and Implementation Series and is offered exclusively to graduates of a 2 or 3-day MBD Introductory program.

Description

Registration is limited to Fifteen (15) attendees to ensure quality.

The Leadership & Psychology in Business DevelopmentTM workshop is a highly interactive training program for Business Development or Capture Management Professionals. This workshop is part of the MBD Reinforcement and Implementation Series and is offered exclusively to graduates of a 2 or 3-day MBD Introductory program. This workshop will enhance your understanding of how to leverage the principles of behavioral psychology to better understand yourself and your prospects and will help develop an understanding of how to be a purpose-driven Leader in the BD relationship.

This 2-day MBD Reinforcement and Implementation Series workshops build upon the broad range of material covered in your initial MBD 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.

Who Should Attend?

Mastering the Client Engagement Process is designed for personnel primarily responsible for revenue generation (BD, Capture or PM’s) and their managers. This program is available to individuals who have completed either a 2 or 3 day Introductory MBD program.  Those on the BD and BD Leadership development tracks should attend this workshop.

Leadership in Business Development: 

  • Understand how the “BE” components of the 12 Core Competencies enable you to lead as a purpose-driven Business Development professional
  • Understand the importance of balancing individual and organizational mission, purpose, roles and goals
  • Understand the difference between goal and purpose in Business Development

Psychology & Understanding Yourself:

  • Understand the “KNOW” Components of the 12 Core Competencies and how these affect yourself and others
  • Identify and address the conceptual baggage that is holding you back
  • Learn to recognize and correct repetitive non-productive behavior
  • Understand how to recognize and avoid “power plays” and “sales games”

Psychology & Understanding your Customers:

  • Utilize Behavioral Analysis to understand your client’s position
  • Explore the “critical psychological gauges” of how to read the client
  • Learn how to engage, interview and gather intel while keeping the client “OK”

Details

Dates: 26– 27 October, 2017

Start Time 8.30am End Time: 4.30pm

Venue Information

Not Yet Finalized

Accommodations

Participants are responsible for their own hotel arrangements.

Room Block Information

Not Yet Finalized

Agenda

MODULE 1 – BE COMPETENCIES – CHARACTER

  • Introduction
  • Introduction to Principles, Values, Ethics
  • Character

MODULE 2 – BE COMPETENCIES – LEADERSHIP/MISSION, PURPOSE AND GOAL

  • Aristotle/Nicomachean Ethics
  • Mission vs. Purpose | Legacy
  • Purpose vs. Goals
  • Trust and Respect

MODULE 3 – KNOW COMPETENCIES – RISKING & FAILURE, RISK AWARENESS

  • Goal Setting
  • Why People Fail/Risking Failure
  • Understanding the Value and Lesson of Risking Role Failure

MODULE 4 – INTRODUCTION TO STRUCTURAL ANALYSIS

  •  Structural Analysis Know Yourself/Others
  • Wrap up and homework

MODULE 5 – STRUCTURAL & BEHAVIORAL ANALYSIS

  • Structural Analysis
  • Application of Behavioral Psychology
  • Understanding Client Position

MODULE 6 – PERSONAL PATTERNS

  • Understanding Personal Injunctions
  • Discovering Personal Patterns

MODULE 7 – REPETITIVE NON-PRODUCTIVE BEHAVIORS

  • Understanding Non-Productive Behavior
  • Learning to Recognize and Correct Non-productive Behavior

MODULE 8 – POWER PLAYS & PSYCHOLOGICAL GAMES

  • Understanding Power Plays and Sales Games
  • Indications of Psychological Games Being Played (Reachback & Afterburn)
  • Lessons Learned and Close

Instructors

Instructors will be assigned closer to the program date. Please check back later.

Testimonials

“A challenging ride through the depths of human psychology and how it is key in solid business development.”
– Regional Sales Director

“Excellent Business Development course. MBDi gives you the tools to master your own psyche and understand how the prospect’s mind operates. Understanding psychology is the key to good BD.”
– Research Scientist, Business Development

“A challenging and rewarding exercise in breaking down psychological barriers, stepping outside of your comfort zone and re-engineering your thought process in order to build and maintain meaningful and lasting relationships with prospects and clients.”
– Vice President, Marketing and Business Development

Cost

Leadership & Psychology in Business Development Workshop Fee – $1,595 (USD) per attendee.

The workshop fee includes daily continental breakfast, morning and afternoon breaks and lunch, and all classroom materials.

Multiple Attendee Discounts

No multiple attendee discounts for this program

Small Business Discount

No small business discounts for this program.

Cancellation Policy

      1. For cancellations received 14 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 MBDi.
      2. Training fees will not be refunded for program 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.

All cancellations, transfer requests and substitutions must be made in writing to rnemeth@mbdi.com

Registration

You may register using any of the options below. Payment in full is required before the commencement of the program. When registering, you can request an invoice or charge a credit card.

  • Online – Find the program you wish to attend, click on the add to cart button and then follow the checkout instructions.
  • Telephone – You may call (704) 553-0000 x13.
  • Email – Send Rebecca an email at rnemeth@mbdi.com

Cancellation Policy

  1. If you request cancellation 14 days or more before a scheduled workshop, you may nominate a substitute or transfer to another program at no additional cost. Refund requests will incur a $250 cancellation fee. Refunds are not provided for cancellations received less than 14 days before a scheduled workshop. Transfers or substitutions within 14 days of a scheduled workshop will incur a $500 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.

All cancellations, transfer requests and substitutions must be made in writing to rnemeth@mbdi.com