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

For Maximum Results, We Recommend a 3 Phased Approach:

3-Phase-Graphic-1200x900

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.

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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®
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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®
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Business Development Training

Our Curriculum At A Glance:

VIEW SAMPLE CURRICULUM HERE

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.

Ready to Discuss How a Corporate Training Program will Benefit Your Team?

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Don’t Take Our Word For It….

  • Our revenue doubled with MBDi’s guidance over a four year period. We further expect a 10% increase this year and in 2016 due to their realignment and professional development of our BD organization.

    Sr. Vice President Business Development & CSO | Marotta Controls, Inc.

  • The training, coaching and consulting work MBDi performed for Leupold from 2011-2014 was instrumental in helping our team develop the critical skills and processes needed to be successful. We created an Opportunity Pipeline, refined our Business Development Process, developed Award Plans, and identified which opportunities should be pursued. These diagnostic tools lead to a 200 percent growth in revenue during the 3 year time period. Furthermore, the MBDi system increased the team’s efficiencies, which reduced cost by an average of 10% each year. The folks at MBDi are an investment, not an expense

    Director of Military Business Development, Leupold & Stevens, Inc.

  • Our company has benefited from a long-term relationship with MBDi over the last 30 years. They have been a strong partner in the training of our Business Development staff both in the US and worldwide. Without a doubt, MBDi is one of the most beneficial investments we have made in training and evaluating our Business Development personnel.

    Executive VP of Sales & Service, Uster Technologies, Inc.

  • I hired MBDi as a headliner for a series of "roadshows" my business was running for our distributors. Instead of just training our distributors on our new products, we wanted to inspire them to get out of their comfort zone and learn how to be significant solution providers (utilizing our products). Bill did a great job of setting the stage and providing tools and inspiration for how to identify and cultivate partnering opportunities that could turn into long-term business vs just short-term sales. Our distributors and my own sales team left energized and thought the MBDi methodology was even more valuable than our new product training.

    VP Marketing | BWA Water Additives

  • When Larson Design Group made the decision to fully embrace the seller/doer model, we knew we needed a solid training program to guide our people in this direction. Using MBDi Corporate training programs and online reinforcement, Larson Design Group was able to build a culture where the seller/doer understands the sales process, understands our clients and delivers improved customer service. Since the initial training program, Larson Design Group’s sales have increased 25% over a 12 month period.

    Director of Sales and Marketing | Larson Design Group

  • My feeling is that what separates your initiatives from your competition is simply that you focus on the longer term results and the development of the basic/solid foundations as a basis for growth, as opposed to all of the ‘quick fix’ stuff that seems to fly around elsewhere. … You are one of few in that field that really delivers on your promises. Without question you have truly helped make the difference here … I’m quite impressed with what your efforts have brought us …

    Salient 3 Communications Chairman, President and CEO

  • I am very thankful to MBDi for teaching me how to sell my services. Their professional Business Development workshops are designed to help engineers and tradesmen who may know a lot about their trade but very little about why people purchase the services they have to offer. Utilizing the principles they teach, my sales went from a few hundred thousand a year to several million. I owe this to their training and would highly recommend MBDi.

    Owner, Waters Craftsman

  • MBDi has provided a number of intensive training sessions for our company over the past few years. Their work with us was transforming. They took a team of technical people – new to business development – and changed the way they approach relationships internally and with clients. I credit much of our success to our commitment to the MBDi methodology

    Director Strategic Sales | A Renewable Energy Nonprofit Organization

  • We built unregulated product sales from zero to $16 million in three years, achieving net profitability in the third year. During that time we put our folks through MBDi, the entry-level workshop, and MBDi, the application level. There is no doubt MBDi training helped us immensely. During the training, gross margin productivity was, at a minimum, doubled each year. Revenues were also doubled.

    Vice President Custom Markets | Florida Power

  • The system and premise to help prospects with their problems and have true understanding of their business before mutually deciding to do business has enabled us to grow rapidly. MBDi’s process works and has helped me to grow my company's business to close to $100 million in annual sales and my personal book of business to close to $60 million annually. The monthly commission deposits are fun to make!!

    Division Vice President | Amiee Lynn/Leg Apparel

  • Based on my experience building companies, every Business Development professional sent to this training class benefited and demonstrated increased sales, win rates and overall production.

    Chief Growth Officer | 3Pillar Global

  • MBDi delivers the best training I know of to "get your head fixed" when it comes to understanding customers on any level.

    Worldwide Manager, Nuclear Fuel Mechanics | AREVA, Inc.

  • MBDi, in coordination with The Spectrum Group (TSG) Leadership, delivered a two-day Business Development (BD) training course specifically tailored to TSG business requirements and personnel BD experience. The response of our attending membership was overwhelmingly positive. As a result, my assessment is that the TSG pipeline of business opportunities has materially expanded in both quality and quantity. Our revenues and profits now are growing at a healthy pace.

    John S. Caldwell, Jr. | The Spectrum Group
Contact Us

Thank you for your interest in MBDi. Please fill out the contact form below and one of our team members will be in touch with you shortly.

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In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
Your Information will never be shared with any third party.
Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
Your Information will never be shared with any third party.
Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
Your Information will never be shared with any third party.
Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
Your Information will never be shared with any third party.
Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.