MASTERING BUSINESS DEVELOPMENT®
Curriculum at a Glance
PHASE 1 – Pre-Workshop Assignment |
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To get the maximum benefit from your investment, it is essential that all attendees complete the pre-program assignments to ensure they are thoroughly prepared and the program time is used most effectively. |
Personal Information Worksheet, allows us to tailor our program to meet your needs. All information provided remains strictly confidential and is used solely for this program’s planning and curriculum development. | Pre-workshop Training Manual will be sent to you and to be read prior to the workshop. | 5 Supplementary Reference Material links will be provided on our website to give you familiarity with specific topics to help you fully understand the scope and depth of the material. |
Phase 2 – Day One |
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Module | Description | Objective |
Introduction To Mastering Business Development | Introduce instructors, general information, (e.g., orientation to the venue), define training roles and responsibilities, and review the agenda. | •Course Overview •BD Overview •Purpose and Objective |
Challenges Exercise | Business development challenges exercise. | •Identify participant challenges to be addressed during the training |
12 Core Competencies | Introduction to The 12 Core Competencies of Business Development. | •Provide understanding of The 12 Core Competencies of Business Development •Provide an introduction to BE:KNOW:DO |
The KNOW Components of The 12 Core Competencies | Understanding the KNOW Components of The 12 Core Competencies and the 4 Cornerstones of Business Development (money, technical, people/psychology and business). In-depth review of the 3 ego states, how Transactional Analysis improves your understanding of a prospect. Understanding the reasons BD professionals struggle and sometimes fail. Understanding the 3 ego states (adult, parent and child). The emotional pressure of BD roles. | •Learning how to leverage the principles of behavioral psychology to better understand yourself and your prospects •Know the 3 ego states and how they affect both you and your client’s behavior •Learn the basics of Transactional Analysis •Understand conceptual limitations and how they hold people back in BD •Know why BD professionals struggle in their role |
Understanding Who We Are vs. What We Do | Self-Awareness Exercises | •Purpose, Background and Assignments to understand Role-Identity Vs. Self-Identity |
Risking and Failing | Understanding Why People Avoid Risk | •Discussions, Lessons and Rules for separating Role and Self |
Goals, Roles and Tolls | Understanding Your Goals | •Learn the importance of goal setting as it relates to your life and self-motivation |
Day One Review and Homework Assignment | Reading, case studies and preparation for Day Two | •Prepare to share case study and questions |
Day Two |
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Module | Description | Objective |
Understanding Ourselves & Our Clients | Understanding limitations | •Understanding the what, why and how |
Why and How People Buy | How and why people buy. | •Know psychologically how and why people buy |
The Buying Decision Formula | Understanding Risk | •Understanding how risk factors into the buying process |
The DO Components of The 12 Core Competencies (Systems) | Understanding the DO Components of The 12 Core Competencies (Systems, Processes, Skills and Plans); Understanding reactive vs. proactive Business Development Processes. Basic BD terminology and BD process definitions. | •Know why a BD process is needed •Learn the difference between a proactive vs. reactive BD process •Understand the components of a proactive Government Services BD model •Learn the difference between data & HUMINT® |
Business Development Terminology and Definitions | Business Development Terminology Exercises | •Exercise covers growth, roles, Intel, pipelines, leads, qualification and shaping |
The Early Shaping (OI&Q)i Phase | The Early Shaping Opportunity Identification & Qualification (OI&Q)i Phase. Guidelines for the opportunity pipeline and Intel funnel. Introduction to the Client Engagement Process. |
•Intel Funnel vs. Opportunity Pipeline •Guidelines for the Opportunity Pipeline/Intel Funnel •Know how to identify the difference between suspects and prospects |
Early Disqualification of an Opportunity | Why disqualify early? | •Review reasoning and process for disqualification |
Shaping Relationships and Opportunities | Understand the shaping process | •Learn how to shape, what areas and guidelines |
Tracking Opportunities, Intel and Prospects | Review Opportunity, Intel and Prospect Funnel | •Learn how to keep your funnel full |
Day Two Wrap-up and Homework Assignment | Review notes from Day one and two, reading and exercise | •Be prepared to ask any clarification questions the next day |
Day Three |
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Module | Description | Objective |
HUMINT® Client Engagement Process | Introduction to the 4 Phases of the MBDi HUMINT® Client Engagement Process. | •Provide an overview of the 4 Phases of the MBDi HUMINT® Client Engagement Process |
Phase 1 HUMINT® Client Engagement Process | Phase 1 of CEP. Cover how to develop Intel gathering and shaping plans, call plans and the value of human intelligence vs. data in decision making. | •Know how to evaluate an opportunity •Know how to document an Intel gathering plan •Know how to document a call plan |
Phase 2 HUMINT® Client Engagement Process | Phase 2 of CEP. Covers the benefits of developing questions and script prior to engaging a client or prospect, understanding the phase of the process you are in with the client and developing script to successfully get past gatekeepers. | •Gain an understanding of the value of preparing for a call •How to take control in setting appointments •How to leave effective voice mails •How to make the initial contact •The value of practice, drill, rehearse |
Phase 3 HUMINT® Client Engagement Process | Phase 3 of CEP. Covers the development of script for establishing trust and respect. Includes bonding & positioning, rules, rights and responsibilities of the relationship and the development of purpose and goal statements. Understand the difference between being purpose or goal driven. | •Know why a purpose statement is important and how it differs from goals •Know how to write a purpose statement •Understand the psychological aspects of bonding and positioning and develop script questions for bonding and positioning •Understand the benefit and need to establish the rules of the relationship •Develop script questions for bonding, rules rights and responsibilities |
The Art Of The Interview | Understanding The Bonding and Positioning Phase | •The value of listening and how to improve your listening skills |
Dialogue and Intel Gathering Skills | Understanding how to read prospects and Socratic Dialogues | •Learning what dialogues work and why |
Asking Permission to Interview | The importance of asking permission | •Class exercise of how to ask for permission |
The “Pain” Interview – Act Two | Learn how to Qualify or Disqualify using the pain Intel funnel | •Learn the guidelines of diagnostic interviewing •Frequent mistakes made during interviewing •Uncovering the customers pain exercise •How to make the initial contact •The value of practice, drill, rehearse |
Closing the Call | Closing call questions | •Learn how to close •Closing the call scripts |
The Final Act – Act Three | Understand when to invest and who makes the decisions | •Learn how to qualify financial ability to invest in a solution •Determine who, when and how the decisions will be made •Script Development |
Phase 4 HUMINT® Client Engagement Process | Covers the importance of documenting call reports, evaluating the information gathered to make changes to the Intel gathering/ shaping plan and how to use the information to make informed business decisions. | •Know why call reports are important •Understand how to utilize and share the Intel gathered |
Case Study and Worksheets | Group Case Studies | •Discuss case studies and why |
Personal Goal Setting and Planning Exercise | Understanding Your Goals and the concept of time and money | •Lifeline lessons |