In-Person Executive Training with Live Instruction

Mastering the Art of Business Development™

Individual – 2 Day In-Person Executive Training

Two (8 Hour Days) | 16 Hrs

Day 1:

Theory, Concepts & Principles (Right Brain)

• Understanding the Role of Business Development
• Introduction to Purpose Driven Leadership
• Uncovering Mechanical & Conceptual Limitations
• Importance of Behavioral Psychology in BD
• Discovering How & Why People Buy

Day 2:

Processes, Techniques & Application (Left Brain)

• Internal & External BD Processes
• Early Opportunity Identification & Qualification – (OI&Q)
• Tracking Opportunities, Intel & Prospects
• HUMINT^® Client Engagement Process
• Mastering Dialogue & Intel Gathering Skills

VIEW UPCOMING EXECUTIVE TRAINING

Individual – 3 Day In-Person Executive Training

Day 1:

Understanding the Role of Business Development

• Introduction to BD and the 12 Core Competencies
• Uncovering Mechanical & Conceptual Limitations
• Importance of Leadership, Integrity, and Character 
• Differentiating between Purpose and Goal
• Exploring the Concepts of Self-Identity and Role-Identity
• Personal Goal Setting & Planning

Day 2:

Behavioral Psychology and Systems & Processes

• Introduction to Transactional Analysis in BD
• The Psychology of How & Why People Buy
• Internal vs. External BD Processes
• Early Shaping OI&Q Phase
• Tracking Opportunities, Prospects & Intel

Day 3:

MBDⁱ HUMINT^® Client Engagement Process (CEP)

• Trust and Respect Script Development
• Diagnostic Interview/Qualifying & Shaping Skills
• Phase 1 CEP – Analysis, Intel Gathering & Planning
• Phase 2 CEP – Preparing for the Call (Trust and Respect Script Development)
• Phase 3 CEP – Executing the Call (Diagnostic Interview/Qualifying & Shaping Skills)
• Phase 4 CEP – Document, Evaluate, Validate & Update

VIEW UPCOMING executive training

Upcoming Individual In-Person Executive Training

Upcoming Events

16
Jul

16
Jul
–
17
Jul

Jul 16, 2025 – Jul 17, 2025
NDIA Headquarters
In-Person






19
Aug

19
Aug
–
21
Aug

Aug 19, 2025 – Aug 21, 2025
Charlotte, NC
In-Person






23
Sep

23
Sep
–
25
Sep

Sep 23, 2025 – Sep 25, 2025
1717 K Street NW , Suite 900, Washington, DC, 20006
In-Person






18
Nov

18
Nov
–
19
Nov

Nov 18, 2025 – Nov 19, 2025
NDIA Headquarters
In-Person

Private Training

Available for Corporate Teams

Successful corporate, or company, sales teams, are given the tools to succeed in building revenue growth and establishing customer intimacy. Our certified customer engagement training curriculum focuses on optimizing each team member’s individual thinking and behavior, based on their role and customer engagement focus. Depending on your organization’s customer engagement needs and your professional development requirements, your team can complete select business development classes or the entire series.

INQUIRE About Team Programs & Registration