Home | Important Details For Mastering the Client Engagement Process Workshop

Important Workshop Details

August 24-25, 2016  |  Charlotte, NC

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Venue: Hampton Inn & Suites Charlotte/SouthPark at Phillips Place
6700 Phillips Place Court,
Charlotte, North Carolina 28210

Instructor:

Accommodations: Participants are responsible for their own hotel arrangements. A small block of rooms has been reserved at the Hampton Inn & Suites Charlotte/South Park at Phillips Place for a special rate of $175/night. To make your reservation, please call the hotel directly at +1-704-319-5700 and ask for the MBDi rate.

Program Timeline: A complimentary breakfast will be provided from 6:00-9:00 am each day. The training starts promptly at 9:00 am and will end at approximately 3:30 pm on Tuesday and Wednesday.

Dress: Business casual

Parking: Guests of the Hampton Inn & Suites Charlotte/SouthPark at Phillips Place can enjoy complimentary outdoor parking on-site.

Pre-Workshop Assignments:

To ensure the best return on your time and financial investment, we recommend that you prepare by completing the following assignments:


1) Complete the Individual Case Study Exercise and call plan and bring it with you to class. It is essential for you to complete this exercise prior to the training as you will be referencing it throughout the course and getting additional feedback and coaching.


2) Read the MBDi White Paper, The How of Elevating Your Probability of Win, which addresses the importance of a proactive Client Engagement Process in the current environment.


3) Review the material on the Business Development Process and the Diagnostic Process in Chapter’s 8-9 of Winning Conversations: Mastering the Art of Business Development.


4) Review all your notes from your initial training, especially the material that was covered on the (OI&Q)i Phase of the Business Development process and the basic material on the Client Engagement Process.

Cancellation Policy:

  1. For cancellations received 21 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 Erin Gallagher at egallagher@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.

Questions?

For questions not addressed above, email egallagher@mbdi.com or call 704-553-0000 x17.

Contact Us

Thank you for your interest in MBDi. Please fill out the contact form below and one of our team members will be in touch with you shortly.

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In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
Your Information will never be shared with any third party.
Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
Your Information will never be shared with any third party.
Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
Your Information will never be shared with any third party.
Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
Your Information will never be shared with any third party.
Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.