Dates: July 16-18, 2019
Start Time 8.30am End Time: 5pm
DoubleTree Suites SouthPark by Hilton Hotel Charlotte,NC
6300 Morrison Blvd, Charlotte, NC 28211
Participants are responsible for their own hotel arrangements.
Program Timeline: The training starts promptly at 8:30 am and will end at approximately 5 pm each day.
Dress Code: Business casual.
Food: Lunch, snacks and beverages will be provided.
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.
Bill Scheessele (Day 1)
Bill Scheessele is a nationally recognized Consultant, Educator and Facilitator with over three decades of experience instructing in the fundamentals of Business Development. He is well known for his ability to collaborate with individuals, teams and organizations to improve revenue results for a wide variety of industries in the private, corporate and government sectors.
As a master facilitator, he is adept at guiding Executive Leaders and business professionals through complex and politically sensitive processes, including conflict management, organizational restructure, process design and strategic planning. His guidance allows organizations to develop outcomes that have a lasting and measurable value.
In addition to his consulting and facilitation work, Bill has created hundreds of programs related to business development. During the course of these programs, he has trained and coached thousands of Executive Leaders and professionals in the areas of business development education and professional development.
Bill is a sought after professional speaker on the topics of ethics, leadership and business development processes. Some recent presentations include “Shapers, Fakers and RFP chasers”, “Mastering Opportunity Identification and Qualification” and “The Client Engagement Process”. In 1994, he was recognized by his peers in the National Speakers Association by earning the coveted Certified Speaking Professional (CSP) designation.
Paul Bill (Day 2-3)
Paul Bill is an experienced Marketing and Business Development executive with the mission to help revitalize and build revenue growth organizations. His tenure working in sales with several fortune 100 companies, new product development and product improvement initiatives, teaching undergraduate business courses, and leading veteran transition programs allows him to draw on this experience when assisting clients in finding, understanding and capitalizing on all types of revenue growth opportunities.
Prior to joining the MBDi team, Paul was the Manager, Maritime Business Development for BAE Systems, Land and Armaments Sector, where he led Business Development profiling and numerous capture teams. Paul additionally led training to program managers, capture managers and fellow Business Development representatives in the understanding of Navy and Coast Guard requirements, acquisition and leadership profiling.
Earlier in his business career, Paul served with Grainger Industrial Supply and Lawson Products as a Sales Director for Federal Government business, creating the first military call center that increased sales by 25%. Paul was selected for the Annual Achievers designation three years in a row, and finished as the #5 sales representative out of 1500 in the first two years in this role. Paul also conducted 4-day workshops for separating military veterans transitioning to civilian careers.
Paul is a 30-year retired US Navy Surface Warfare officer, serving on numerous naval vessels and conducting force protection security procedures in Kuwait, Iraq and Egypt. He became a lead trainer in all his command tours and was a prior enlisted sailor, entering under the NROTC program.
Since 2008, Paul has also served as an Adjunct Professor at Bellevue University in Nebraska, teaching online Marketing and Business core courses for the college’s Business Department. Paul earned an MBA in Marketing from Webster University and a BA from Rochester Institute of Technology.
Registration and Cost
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 Priya Romano (704) 553-0000 x 19.
- Email – Send an email to Priya Romano at email@example.com.
Mastering Business Development® Workshop Fee – $2,995 (USD) per attendee. The workshop fee includes morning and afternoon breaks, lunch and snacks, and all classroom materials. Program materials shipping and handling additional charge.
Materials and Shipping
- A flat fee of $30.00 will be charged for workshop material handling and shipping.
- 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 Priya Romano at firstname.lastname@example.org.
- 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.