September 24-26, 2019 – Charlotte, NC

$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 (25-30) 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

Program Information

September 24-26, 2019

Start Time 8.30am   End Time: 5pm

Venue Information

Charlotte, NC

Accommodations

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.

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

Bill Scheessele 

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 

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.

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

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.

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.

Question Not Addressed?  ASK US 

Cost

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.

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 Priya Romano at promano@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 Priya Romano at promano@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 Priya Romano at (704) 553-0000 x 19.
  • Email – Send an email to Priya Romano at promano@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 Priya Romano at promano@mbdi.com.