How Efficient and Effective is

Your Customer Engagement Process?

MBDi ‘s Certified Customer Engagement Professional Curriculum is Proven To Deliver.. Unified, Proactive Teams Using The Same Customer Engagement and Business Development Methodology and Speaking A Common HUMINT® Language To Enhance Revenue Results.

The MBDi HUMINT® Certified Customer Engagement Professional Curriculum

For over 39 years, organizations have chosen MBDi as their professional development partner because we place 100% on driving revenue results. We understand that revenue growth success determined by the quality of the dialogue between your Team and your Customer. Our HOLISTIC approach identifies your organizations actual problems and complex challenges. We assess and develop a tailored corporate training program that addresses the identified skill gaps within your organization. Your organization will shift to a more consultative approach that will enhance engagement with customers, evaluators, stakeholders and influencers to identify and shape thinking, prior to presenting the “best” solution for the customer.  

Certification Level is Based upon
Participants Customer Engagement Role
certification levels

Organizational Concerns this Program Addresses

  • Culture shift need for a more proactive revenue generating & customer-centric culture
  • Lacking effective opportunity identification & qualification phase to analyze business and drive revenue growth
  • Decision making effected by poor or little customer intimacy and the lack of HUMINT
  • Not disqualifying unwinnable opportunities early enough
  • Missing Early Stages of the business acquisition process prior to capture planning
  • Not knowing how to shape the RFP in advance so the requirements match your capabilities
  • Wasted B&P resources pursuing unwinnable opportunities
  • Lost re-competes and or bids that everyone thought would be won

Key Learning Points 

  • Understanding & Aligning for organizational success utilizing the key components of Plans, Process and Personnel
  • Why it’s important to focus on “what they do, not what they say!”
  • What is required to find, recruit, assess, interview and hire BD Personnel
  • Analyze the BD potential of your team (knowledge, thinking, skills and discipline)
  • Utilize the six components of Leadership required to Guarantee Revenue Results
  • Identify and overcome repetitive, non-productive behavior
  • Develop, coach and empower your BD team to grow

Delivery Options

Educational Needs Assessment

1. For business development training to be effective, we conduct a comprehensive Educational Needs Assessment or can take a less intensive assessment approach.

2. We understand how each organization is unique, with its own culture, processes, set of abilities and challenges.

3. We identify any gaps and misalignment in your BD organization’s core competencies to pinpoint and determine the right education and professional development approach for your team.

Tailored Business Development Courses

1. After we have a clear understanding of your objectives, we collaborate with your Subject Matter Experts to create activities and content modules to achieve your course objectives.

2. We work with you to design and develop customized Business Development courses to meet your specific needs.

3. Once the program is finalized, you can either train your team to deliver the custom Business Development training going forward, or continue to receive training assistance from the experienced team at MBDi.

Institutionalization & Reinforcement

This process is critical to build a high performing BD team that drives revenue results.

We work with your team to develop a customized implementation plan to establish real and lasting change.

Advanced reinforcement BD training for key BD personnel as well as senior BD leadership training.

We review your personnel, BD processes, org structure, metrics and compensation to ensure they are aligned for optimum success.

Organizational Benefits

  • Institutionalized Customer Engagement Program
  • Development Program if you don’t have your own
  • Improved pipeline, qualification, capture and B&P spend
  • BD Leader able to focus on growth, while MBDi develops team skills
  • Allows Personnel who have become “too expensive” to allocate to programs to develop revenue
  • Better up-sell ability on existing contracts and engagement for re-competes

Group Benefits

  • Common lexicon and process
  • Accelerated professional development of Teams using MBDi Methods
  • Standardized process, better team interaction
  • Better end-to-end engagement with customers
  • Consistency of customer engagement across the organization

Individual Benefits

  • Highly developed CEP professional
  • Personal and Professional Career Development
  • Institutionalize of a Certified Customer Engagement Professional, develop skills and mindset
  • Increase satisfaction – Achieve Personal and Professional Goals
  • Individuals who have exceeded customer salary caps, have a continued career (BD or Capture) with the company

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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.