3-Day OnSite Program

July 20–22, 2022 | Charlotte, NC

Program Highlights

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)

  • 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

Any Questions? How Can We Help?

Have additional questions about Mastering the Art of Business Development On-Site Training? Or other Business Development issues?