Mastering Business Development® Executive Workshop
We at MBDi strive to ensure that all participants’ expectations for the MBDi Business Development Executive workshop are exceeded. We have compiled this guide to help you prepare for this educational and professional development experience.
This program is designed as an introductory level course that will challenge the way you think, develop business and interact with others. Do not be misled by the title “introductory” as you will be exposed to graduate level coursework.
Our instructors present this workshop in an interventionist and Socratic manner, encouraging maximum student interaction. Your current situations and challenges will be used during multiple exercises and role-playing events. The curriculum will be relevant to you, your world and the individuals you call on, regardless of your experience and specific business development role. The program provides an understanding of the thinking, process, skills, and discipline required to succeed in business development.
1.3 What is included with your tuition
Your tuition for this training program covers all your workshop materials and manuals.
It will also include a snacks and lunch throughout the entire program.
1.4 Cancellation policy
The MBDi policy at this time only allows for transfer to another program. The transfer request must be submitted in writing no less than (14) days prior to the first day of class.
If you transfer within (14) days of the first training day, you will forfeit 50% of the tuition. No refunds are offered if you do not attend.
MBDi reserves the right to cancel a workshop if enrollment is not sufficient.
If a class is cancelled and/or postponed you will be contacted by the Training Director to coordinate your attendance in an alternately scheduled class.
1.5 Tips to help you prepare
Your attitude coming into this workshop will directly impact the results you achieve. Most attendees are excited and eager to learn new ways to develop business and professional relationships.
If you come to be entertained or just want to dabble a few hours each day, you will be disappointed and leave with far less than others who will have totally invested themselves into the experience.
Before you leave home, spend some time thinking about why you believe this workshop will be valuable to your personal and professional life. The pace of the workshop moves very fast, and you may want to relive the experience later, at a slower pace, when you return home.
Not everything you learn and experience will have equal value. Only time and continual reinforcement will give you the objectivity to sort out what the experience truly means to you, and how it will have a positive affect on your business development skills.
Take good notes.
We cannot stress enough how important it is for you be prepared for this class. Material on leadership, character, business, people, behavioral psychology and money knowledge, as well as business development processes and systems will all be covered.
2.1 Completing the Personal Information Worksheet (PIW)
You should have received the Personal Information Worksheet (PIW) with your registration confirmation email.
PIW Form (<– Click to Download) It is very important that you please complete your PIW form as soon as possible and return it via email to Alison@mbdi.com.
All information included within the PIW is strictly confidential. Your PIW allows us to understand and address your business development challenges. These will be used to customize the training program to enable you to achieve your desired results.
Upon review of your PIW you may be asked to participate in a teleconference with one of the MBDi training personnel to review the specific training needs and expectations which you detailed on your PIW.
2.2 Mastering Business Development Training Manual
Included in your workshop materials is our training manual, Winning Conversations: Mastering the Art of Business Development. This (12) chapter manual is the foundation of the material introduced during the program. It is important for you to be familiar with this material prior to the start of your training. Click here to access a PDF version of the manual.
2.3 Recommended Reading
Not all of the material covered during class is included in the manual, therefore we encourage you to read the articles below which are all live links:
- Herzberg’s Motivation-Hygiene Theory
- The Socratic Method and Socratic Questioning
- Transactional Analysis— Eric Berne
- Newton’s Three Laws of Motion
In addition to the above, we recommend that you read at least one of the following books (live links):
- Scripts People Live, by Claude Steiner
- Games People Play, by Eric Berne
- Born To Win, by Murial James & Dorothy Jongeward
2.4 Real-world experiences & challenges
Your “real-world” experiences and challenges will be used during the workshop and be incorporated into exercises throughout the three days.
Take the time to think about the New and Prospective Opportunities
Individuals you have targeted for new business and plan to contact within 30 days after the conclusion of the workshop.
Consider the specific information you possess on the company/agency, their products and services, key people within these organizations, and anything you know about their current challenges as well as any pertinent information you are still lacking.
Individuals you have previously contacted within an organization and are presently developing relationships with as part of your process. At this time you are not prepared to present a final proposal because you lack necessary information regarding specific issues and challenges, budgetary funding constraints or necessary components of the decision-making process.
2.5 The 2-minute Briefing
Please be prepared to provide the information below to the class during the introduction section of Day 1:
- Your name, position and company name
- What products/services your company provides and typical prospects.
Tuesday, 22 September 2020
7:30am to 7:50am – Registration
8:00 am to 8:20 am – BD Overview & Introduction
10:00 am to 10:15 am – Break with Morning Snacks
12:00 pm to 1:15 pm – Lunch
2:45 pm to 3:00 pm – Break
4:45 pm – Conclusion of Day 1
Wednesday, 23 September 2020
8:00 am to 8:20 am – Kickoff
10:10 am to 10:40am – Break with Morning Snacks
12:00 pm to 1:00 pm – Lunch
2:45 pm to 3:00 pm – Break and Afternoon Snacks
4:45 pm – Conclusion of Day 2
Thursday, 19 September 2020
8:00 am to 8:20 am – Kickoff
9:50 am to 10:20am – Break with Morning Snacks
10:20 am to 11:00 am – Q&A with Guest Panel
12:00 pm to 1:00 pm – Lunch
2:20 pm to 2:50 pm – Break and Afternoon Snacks
4:30 pm – Conclusion of Day 3
3.2 Cell phones & PDAs
In order to avoid unnecessary disruptions we request you turn off and silence all cell phones and PDAs. You will have ample opportunity during the breaks to check your messages, return any urgent business calls and/or emails.
3.3 Dress Code
The workshop attire is business casual. We invite you to dress for comfort, but in keeping with a professional image. We also recommend you bring a sweater or jacket as ballroom type venues tend to be cool.
3.4 Training Room
Assigned seating will be established based on the information you provided in your completed PIW.
Upon registration you will receive the following signing in and at your table:
- Seating information, name badge
- At your table you will find your name tent and an instructors Bio.
- The instructors will provide the Participant Contact Information and Business Development Challenges Exercise Sheet.
Upon the conclusion of day 3 you will receive the following from the instructor:
- Evaluation Form
- Certificate of Completion
- PDU Letter
Please wear your name badge during the entire workshop and put your place name card facing the front of the room, so it is clearly visible to the instructor.
Venue Information Will Be Provided 30 Days Prior to Workshop
Venues will be in beautiful SouthPark, where you can access a variety of retail shops, a movie theater, restaurants, places to walk and enjoy before or after the workshop each day.
VENUE, HOTEL & TRAVEL INFORMATION
4.1 Venue Information
The MBDi Mastering Business Development Executive Workshop location will be provided 30 days prior to the event.
4.2 Hotel Reservations
You are responsible to make your own hotel reservation.
If the Venue Chosen has a Room Block Rate we will provide that information 30 days prior to the workshop.
4.3 Flight Arrangements
Please review the program agenda on page 10 and be sure to book your travel arrangements accordingly.
DAY 1 OF WORKSHOP
Upon receipt of this Participant Guidebook, your registration for the workshop has been confirmed and finalized. We will conduct an onsite registration process on the first day of your workshop, Tuesday, 17 March 2020 inside of the Training Room from 7:30 am—7:50 am. At this time will we ask you to sign in and you will receive a your name badge and seat assignment.
We strongly encourage you to use the time prior to the start of each program to network with your classmates. Morning snacks will be available from 10:00 to 10:15 , this is a terrific time to learn more about each other, interact and exchange ideas for potential business opportunities.
5.2 Safety Notes
Upon arrival at the first day of class and completion of your registration, please take a minute to locate the nearest exits. In case of an emergency please:
- Exit the venue at the closest exit doors and stay together as a group.
- Please wait until training personnel can conduct roll call to ensure that all participants have been accounted for and are safely out of the building.
6.1 Post-Program Assignments
Your training began with the receipt of your initial materials and will continue long after the close of the Introductory workshop. When you return home, be certain to facilitate the following action items:
Take time to review and reflect on what you learned during your training. Begin addressing the conceptual and mechanical challenges you face in business development. Begin to immediately apply what you have learned in order to receive the maximum benefit from your training experience.
Remember: If it’s to be, it is up to me!
Personal & Professional Goals
The results from your Goal Setting & Planning exercise should be read and updated on a regular basis. Goals are a way to remind yourself where you want to be and what you want to accomplish. It is up to you to transform and make them a reality.
Keep in Touch
This class does not end when you walk out the door. During training you learn as much from your classmates as you do from the Instructors. We encourage all participants to keep in touch with each other as well as the MBDi business development team. Refer to your class participants contact sheet when you need support and/or feedback.
Certified Customer Engagement Program
The dramatic results our clients experience don’t come from just attending a single workshop. After all, training is a process, not a 3-day event. New skills in thinking and behavior as well as continuing practice are required to make truly lasting changes. That is why the MBDi Business Development Process is more than a one-step journey.
The next level of training is the Certified Customer Engagement Program. This is reinforcement training program builds on the first level, introductory class. This workshop focuses on skill development and deepening your understanding of the MBDi Business Development and (OI&Q)i processes.
Call, email or write to us. We are delighted to hear about your successes so that others can benefit from your experiences. You may be asked to interview for a white paper article or webinar we are producing, so we welcome you to tell us about your business development experiences.
7.1 About Mastering Business Development, Inc.
MBDi is an international Business Development Services firm providing a range of Planning, People and Process resources designed to guarantee revenue growth. Our Business Development expertise and technical industry qualifications make us unique in the marketplace.
7.2 Our Mission
Our mission is to drive revenue growth through organizational change by providing business development resources, elevated thinking, knowledge, processes and skills while remaining committed to the core values of accountability, integrity, trust and mutual respect.
7.3 Professional Services
MBDi is a professional services company focusing exclusively on our clients business development and revenue growth challenges. We concentrate on business development organization assessment, planning, recruitment/placement, curriculum development, training implementation and process design services.
We offer a wide range of business development resources in conjunction with a proprietary business development methodology guaranteed to accelerate our clients’ revenue growth.
What we do for our clients
- Conduct present state assessments of our clients’ business development people, systems and processes to formulate recommendations for growth
- Build, integrate or turn-around business development organizations
- Develop and assist in implementing strategic, operational and tactical business development plans
- Evaluate and source business development leaders and teams
- Design, build and implement business development processes to guarantee revenue growth
- Design, develop and deliver customized business development training
- Evaluate and assist in the selection of CRM systems
How we assist your company achieve revenue growth
- Protect your current revenue base while creating organic growth
- Drive strategic growth and assure a full pipeline
- Merge and integrate diverse business operations and new acquisitions
- Implement processes and systems to maximize business development activity, accountability, follow-up and follow-through
- Leverage skills of existing personnel, capital, client relationships and organizational resources to propel revenue growth