In-House Training
Customer Engagement Training Proven to Deliver
Unified, Proactive Teams Using the Same Customer Engagement and Business Development Methodology and Speaking a Common HUMINT Language to enhance Revenue Results
Our flagship Mastering Business Development® Curriculum provides a systematic process, tools, skills and mindset to dramatically improve HUMINT and revenue results. This curriculum includes a number of courses that range from introductory to advanced, including reinforcement and senior Business Development leadership training. 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.
Common Concerns this Curriculum Addresses:
- The need for a culture shift to a proactive Business Development, client-centric culture
- Lack of a robust opportunity identification and qualification (OI&Q)i phase leading to wasted B&P resources and lost r
e-competes/bids that everyone thought would be won - Lack of validated human intelligence(HUMINT) to support decision making and disqualify unwinnable opportunities early in the BD/Business Acquisition Process
- Risk of BD personnel turnover or ineffectiveness due to lack of understanding of the expectations and skills required for success in a Business Development role
- Lack of a proactive, new Business Development culture driving new revenue growth
- Poor customer intimacy and limited HUMINT gathering
Phase 1:
Assessment
MBDi understands that each organization is unique, with its own culture, processes, set of abilities and challenges. For business development training to be effective, we must first identify any gaps and misalignments in your BD organization’s core competencies to pinpoint the right education and professional development approach for your team. MBDi can conduct a comprehensive Educational Needs Assessment or take a less intensive assessment approach. Based on the findings, MBDi will determine the best approach to address your needs.
Phase 2:
Awareness/Adoption
The objective of Phase 2 is to rollout the Mastering Business Development Curriculum which is modified to address the skill gaps and expectations identified in Phase 1. Attendees will be invited to participate in business development training programs that are aligned with their specific Business Development or Leadership roles. Within this phase, MBDi will also look at what additional professional development is required (i.e. coaching, online reinforcement, etc.) to maximize your return on investment. Courses in this phase include:
Awareness:
- Empowering Leaders in Business Development®
- Introduction to Business Development
Adoption:
- Mastering Business Development®
Phase 3:
Institutionalize
Institutionalization and reinforcement is critical to build a high performing BD team that drives revenue results. In Phase 3, MBDi will work with your team to develop a customized implementation plan to establish real and lasting change. This phase typically includes advanced reinforcement business development training for key BD personnel as well as senior BD leadership training. We will also review your personnel, Business Development processes, org structure and metrics and compensation to ensure these components are aligned for optimum success. Courses in this phase include:
Reinforcement:
- Mastering Business Development2®
Leadership Training:
- Guaranteeing Revenue Results®
Business Development Training
Our Curriculum At A Glance:
The MBDi Commitment to YOU:
Our commitment is to understand and identify your core revenue generation challenges and to help you find and select the best solution for you and your team, whether or not you purchase it from us.
Should you select MBDi as a professional development partner, we will work closely with your team in each phase to make sure our education and professional development solutions are highly targeted to the specific needs of your organization and ultimately drive revenue results.