Mastering Business Development® Executive Workshop

February 16-18, 2016  |  Charlotte, NC

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The Mastering Business Development Executive Workshop is an education and professional development program which focuses on the thinking, process and discipline required for professional Business Development. This 3-day workshop fosters participants’ understanding of the core competencies required for success in the Business Development role.

Whether you have been in a Business Development role for years or you’re just starting in a new BD role, this workshop will challenge the way you think about Business Development. You’ll learn alongside peers from a variety of industries as you address some of the mechanical and conceptual challenges that may be holding you back.

Workshop Registration

The workshop will be interactive and intimate – as a result, seats are limited.

Register Now to Secure Your Seat

Instructors: Nicholas Coppings & Jim Harris
Location: Charlotte, North Carolina
Dates: February 16-18, 2016
Time: 8:00am – 5:00pm

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

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 $155/night.

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

Course Overview:

This interactive, participant-centered workshop introduces the MBDi Business Development Process® with its early shaping Opportunity Identification & Qualification Phase and the HUMINT® Client Engagement Process. Participants will learn how to leverage the principles of 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.

Download Course Agenda and Objectives

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

Fee

  • The fee for this workshop is $2,995 per person. This fee includes breakfast and lunch.
  • Groups of 2 or more, registering together, are eligible for group discounts.
  • Small Business Discount: 3 discounted seats are available for small businesses at a reduced rate of $1,995 per attendee and awarded on a first come first served basis. To reserve a discounted seat you must provide payment upon registration by calling the number below. *Limit one per company.

Registration:

  • Individuals can register via this Link. If check payment is preferred, please contact Melissa Harper for further instructions.
  • Groups (of 2 or more people) should contact Melissa Harper at mharper@mbdi.com for group pricing information.

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 mharper@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.

What Our Clients Are Saying

  • 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.

    Vice President, Special Operations Market Group

  • 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

  • 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

  • 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

Questions?

For questions not addressed above, email mharper@mbdi.com or call 704-553-0000 x13.

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.