7 Nov 2017 Washington, DC

$2,995.00

The Mastering Business Development® workshop is a highly interactive training program for Business Development or Capture Management Professionals, based on the book “Winning Conversations, Mastering the art of Business Development.”

Description

Registration is limited to Twenty Five (25) attendees to ensure quality.

The Mastering Business Development® workshop is a highly interactive training program for Business Development or Capture Management Professionals, based on the book “Winning Conversations, Mastering the art of Business Development.” This Instructor-Led workshop includes job aids, processes and principles that help Business Development or Capture Management personnel leverage the 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. We engage our students in Socratic discussions, group presentations, role plays, and individual application exercises.

Who Should Attend?

Mastering Business Development® is designed for personnel primarily responsible for revenue generation (BD, Capture or PM’s) and their managers. It can be applied to nearly every industry and business development situation – however it was originally developed for highly complex sales, intangibles or intellectual capital type products.

What You Will Learn:

  • 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 MBDi 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 basics of utilizing interpersonal human psychology to understand yourself and your clients.
  • Best practices from featured panel of Business Development experts for how to increase revenue in the current environment.

Details

Dates: 7 – 9 November, 2017

Start Time 8.30am   End Time: 5.00pm

Venue Information

Courtyard Marriott Tysons Corner Fairfax
1960 Chain Bridge Road
McLean, Virginia 22102

Accommodations

Participants are responsible for their own hotel arrangements. Courtyard Marriott Tysons Corner Fairfax

Room Block Information

Book your group rate for MBDi Advanced Workshops

Overview

Day 1: 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: 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:  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.

Click here to view a detailed course agenda by modules and objectives. 

Instructors

Jim Harris

Jim has held multiple positions of leadership and management during his 30 years in the military as well as over nine years in the Government Services sector. He also brings a vast amount of teaching and training experience through his tours at the United States Military Academy where he mentored and taught young cadets. In addition, Jim served as an instructor at the National War College of the National Defense University instructing senior military, foreign officers and senior government employees.

Nicholas Coppings

Nic is President of MBDi and responsible for executing the growth strategy of the company. He continues to lead MBDconsulting engagements and has been instrumental in the retention of many fortune 100 clients and almost all of the top 25 Government Services companies. As an SME, he has partnered with these companies to improve their revenue generation effectiveness at both an organizational and individual level. Nic’s expertise includes the assessment and restructuring of business development organizations, business planning, development, implementation and training of internal business development processes and the recruiting and assessment of Business Development personnel. Nic has developed a number of training curriculums for both MBDi and various clients to assist with skill development for Business Development personnel.

Nic has over two decades of experience in business management, business development and management consulting. Nic’s career spans three continents and a wide variety of different functional roles.

Testimonials

  • In the increasingly competitive landscape we foresee, mastery of the art of business development is essential in achieving growth. The training we received from MBDi has been instrumental in shaping our business developers into a high-performing team to make that growth possible.

    Senior Vice President Business Development
  • Our revenue doubled with MBDi’s guidance over a four year period. We further expect a 10% increase this year and in 2016 due to their realignment and professional development of our BD organization.

    Sr. Vice President Business Development & CSO | Marotta Controls, Inc.
  • In the increasingly competitive landscape we foresee, mastery of the art of business development is essential in achieving growth. The training we received from MBDi has been instrumental in shaping our business developers into a high-performing team to make that growth possible.

    Senior Vice President Business Development
  • The MBDi training workshop I attended brought together everything it took me one painful decade to learn and laid it all out clearly and efficiently. This workshop is the vulcan mind meld of BD fundamentals and I highly recommend it for everyone from tenderfeet to well-seasoned professionals.

    Manager
  • I have run and participated in a number of executive education programs and this one was excellent. It is geared toward the adult learner and the hands-on activities are an excellent way to apply what has been instructed.

    Industry Accounts Manager
  • If you only have time or the funds for one course, this is the course you should take. It is the BD 101 of the marketing world.

    Special Operations Market Group Vice President
  • When Larson Design Group made the decision to fully embrace the seller/doer model, we knew we needed a solid training program to guide our people in this direction. Using MBDi Corporate training programs and online reinforcement, Larson Design Group was able to build a culture where the seller/doer understands the sales process, understands our clients and delivers improved customer service. Since the initial training program, Larson Design Group’s sales have increased 25% over a 12 month period.

    Director of Sales and Marketing | Larson Design Group
  • 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
  • I am writing to let you know how much I appreciated the assessment you did for me this year. You and the rest of the team did an exceptional job with the entire process. Your approach, methodology, and interview skills provided me with the insight I needed to evaluate the team and make critical business decisions to improve in many areas. Additionally, your observations were correct and have assisted greatly in addressing some of the challenges brought about by merging the two companies’ cultures into a growth oriented/ revenue generating team. Your people business insights and recommendations were especially astute.

    Executive Vice President | American Systems
  • I am retiring April 1st after 35 years with Westinghouse…I just wanted you to know that I thought your course was the best I attended throughout my career.

    Vice President Customer Relations and Sales NA | Westinghouse Electric Company

Video

FAQ

What is Business Development and how does it differ from traditional sales?

The primary difference between Business Development and traditional sales is that the Business Development approach to client engagement focuses on identifying the client’s underlying needs and using your skills and expertise to identify or develop the best solution. A traditional sales approach, or “push” selling, focuses less on the identification of needs and more on pushing a solution and then overcoming the client’s objections to that solution.

What distinguishes MBDi from other training companies?

MBDi Business Development methodology takes a holistic approach that not only teaches the what and the how, but also the why behind effective Business Development processes, which is where most other training programs fall short. By examining the behavioral psychology that drives decision making, our Business Development courses give you a better grasp of how you can use your knowledge to improve client engagement and build lasting relationships.

Are there any multiple-person price breaks available for the Mastering Business Development Executive Workshop?

The workshop is regularly priced at $2,995. For two to four attendees, the price reduces to $2,795 each. For five or more attendees, the price reduces to $2,595. This price does not include workshop materials/shipping fees.

What is your cancellation policy?

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 7 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.

Refunds are not given for no-shows.

MBDi reserves the right to cancel any event at its reasonable discretion. In the event of cancellation, MBDi will coordinate your attendance in another training session.

What level of experience do most of your Mastering Business Development Workshop attendees have?

We have successfully trained a wide variety of individuals with very diverse backgrounds and experience. No matter your experience level, you will get the most from your training if you establish your goals before you begin the program.

Very experienced attendees often find that they discover things they didn’t know, or they finally understand why their approach has worked in the past. Novices are in a particularly good position because they are able to start from scratch without having to unlearn any incorrect behaviors.

Regardless of your level of experience, completing your pre-work and coming ready to learn, unlearn, or re-learn, will help you optimize your educational experience.

Is the Mastering Business Development Workshop relevant to any industry?

This workshop is an open-enrollment training program appropriate for BD professionals in all industries who wish to improve their Business Development and client engagement skills, while enhancing their professional and personal lives.

What is the benefit of individual training verses in-house corporate training?

Our individual training provides individuals or small corporate groups the opportunity experience and learn the MBDi Business Development methodology. It also offers a valuable opportunity to network with other BD professionals across a variety of industries.

If your organization has more than 10 individuals to train, we recommend you conduct in-house corporate training. While you won’t have the opportunity to network with individuals from other companies, corporate training can be tailored or customized to better address the skill gaps within your organization. This option can also minimize travel costs. Learn more about our Corporate Curriculum.

Do I have to attend the Mastering Business Development Workshop before I can attend a Mastering Business Development Implementation Series Workshop?

Yes, you must have completed a 2 or 3-day Mastering Business Development Workshop or a 2-day MBDi Association Workshop before you can attend a Mastering Business Development Implementation Series Workshop. Learn more about our MBD Advanced Implementation Series.

Question Not Addressed?  ASK US 

Cost

Mastering Business Development® Workshop Fee – $2,995 (USD) per attendee.

The workshop fee includes daily continental breakfast, morning and afternoon breaks and lunch, and all classroom materials. Program materials shipping and handling additional charge.

Multiple Attendee Discounts

If two (2) people from one company register for the same event, on the same registration form, the per attendee fee will be as follows:

  • 2-4 Attendees: $2,795
  • 5+ Attendees: $2,595

Small Business Discount

Small Business Rate: $1,995

  • One per company per program
  • Call for this discount
  • You must pay at time of registration

Materials and Shipping

  • A flat fee of $30.00 will be charged for workshop material handling and shipping.

Cancellation Policy

  • 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.
  • No registration fees will be refunded for no-shows.
  • 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.

Register

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 and email at rnemeth@mbdi.com

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