Individual 4-Day Program

Delivered over 2 Consecutive Weeks
2 Days (Each Week) | 12 Hrs Total

JUNE 2022

Virtual Workshop

June 21-22 (2 Day)
June 28-29 (2 Day)
1 PM – 4 PM

NOVEMBER 2022

Virtual Workshop

November 8-9 (2 Day)
November 15-16 (2 Day)
1 PM – 4 PM

Program at a Glance

Session 1:

The Role of Professional Business Development

  • 12 Core Competencies of Business Development
  • Purpose-Driven Leadership
  • Identity-Role Differentiation
  • Behavioral Psychology & Transactional Analysis in BD
  • Understanding Why People Buy vs. Selling

Session 2:

Internal and External BD Processes

  • BD Systems and Processes
  • Proactive vs. Reactive BD
  • Early Disqualification & Pain Funnel
  • Early Shaping (OI&Q)i Phase Tracking Opportunities,
  • Prospects, and Intel

Session 3:

HUMINT® Client Engagement Process (CEP)

  • Why You need a HUMINT® CEP
  • Phase 1 – Analysis, Intel Gathering & Planning
  • Phase 2 – Preparing Questions & Scripts
  • Phase 3 – Establishing Trust & Respect
  • Phase 4 – Document, Evaluate, Validate

Session 4:

Uncovering Client Pains (Practice, Drill & Rehearse)

  • Interviewing & Qualifying Skills
  • Socratic Dialogue and Reversing Process
  • Bonding & Positioning Techniques
  • Diagnostic Interview and Uncovering Client Pains
  • Tactical Application & Role-Play Simulations

Any Questions? How Can We Help?

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