24 Oct 2017 Huntsville, AL

$1,595.00

The Mastering the Client Engagement Process 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

KNOWING “WHAT” TO DO IS ONE THING. KNOWING “HOW” TO DO IT IS ANOTHER.

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

The Mastering the Client Engagement ProcessTM 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 proactively engage with customers to develop long-term relationships. This is essential in identifying and shaping opportunities early and gathering the required intelligence. You must master the Client Engagement Process to ensure a high quality feed of customer human intelligence ( HUMINT®.)

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..

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 intel (HUMINT®)
  • Learn how to base your pursuit decisions on validated human intel
  • 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 completing this workshop, participants should be able to:

  • Use negative revering questioning skills
  • Better understand where you may have gone wrong on a “case study” call
  • Conduct a diagnostic pain interview to enhance your intel gathering
  • Develop and execute a call script not created in your introductory class
  • Use questioning skills (Socratic questioning, negative reversing, etc.)
  • Know how to use a CRM or other information repository to enhance the sales process

Details

Dates: 24 – 25 October, 2017

Start Time 8.30am End Time: 4.30pm

Venue Information

No yet Finalized

Accommodations

Participants are responsible for their own hotel arrangements.

Room Block Information

No yet finalized

Agenda

MODULE 1 – REVIEW

  • Introductory Training Review
  • CEP Overview
  • Script Development Homework Peer Review

MODULE 2 – GETTING THE APPOINTMENT

  • CEP Phase 2, Setting the Appointment and Being Prepared for the Call
  • How to “Get an Appointment” Script Development Exercise and Role Play
  • Techniques to Practice, Drill and Rehearse

MODULE 3 – THE IMPORTANCE OF TRUST 

  • CEP Phase 3, the 3 Acts of Successfully Executing a call
  • The Importance of Bonding and Positioning
  • Personal Opportunity Pursuit Review and Coaching “Personal Case Study”

MODULE 4 – QUALIFYING BASED ON THE PAIN 

  • Developing Pain Questions Using Technical Knowledge
  • Interviewing Techniques to Qualify Based on “Pain”
  • Negative Reversing Techniques and Script Development Exercise
  • Getting the Prospect to “Paint a Picture”
  • In-depth Discovering Pain Role Play Activity

MODULE 5 – FUNDING, SCOPE & RAMIFICATIONS OF ISSUES

  • Developing “Money/ Funding” Question Scripts
  • Understanding Why We Sometimes Struggle to Ask Money Questions
  • Identifying Who, When and How a Decision will be Made

MODULE 6 – IMPORTANCE OF THE POST CALL ACTIVITIES

  • Know When and How to follow-up with a Prospect
  • How to Effectively use a CRM System

Instructors

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

Testimonials

“MBDi training changed my entire approach to Business Development, and the results have been tangible and significant. I recommend it for everyone who wants to be successful in Business Development.”
– Senior VP & General Manager

“Makes you change your whole way of thinking.”
– VP of BD

“MBDi’s training deconstructs the business development process, offering professionals a radically different approach to business development that is focused on long-term success vs. short-term gain.”
– Member

Cost

Mastering the Client Engagement Process 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.

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