Introduction

Mastering Business Development® Workshop is an educational and professional development program, which focuses on the thinking, process and discipline required for professional Business Development. This 2-day workshop fosters participants’ understanding of the core competencies required for success.

Business Development is primarily a relationship and intelligence gathering process. Thus participants learn how to leverage the principles of behavioral psychology to identify valid prospects, qualify them as opportunities and develop win-win business relationships for their organizations, their clients, and themselves.

Through the skilled Socratic teaching techniques of the instructors, participants acquire the knowledge, thinking, skills and discipline required for proactive Business Development from a Strategic Hunting, Organic Farming or Program Management perspective.

This workshop introduces the MBDi Business Development Process®, with its unique Opportunity Identification & Qualificationsm component. This process, guides participants through a series of steps designed to change your thinking, feeling and behavior in your Business Development role and how you interact with prospects.

Participants have described this workshop as a transforming experience.
Utilizing an intensive, interactive, instructor led, team-learning approach, Participants will learn:

• The difference between Strategic and Organic Business Development and the need for an Opportunity Identification & Qualification process based on Human Intelligence.
  
• How to identify and disqualify unprofitable opportunities early on before moving on to further stages in your process.
  
• How to enhance the Opportunity Identification & Qualification process with Human Intel gathering, and how to use and refine Human Intelligence throughout the Business Development, Capture and Proposal processes.
  
• The competencies necessary to become a Business Development Professional including the thinking, behavior, and skills required for proactive revenue generation.
  
• What clients really “buy” when making sourcing decisions.
  
• The responsibilities associated with the "farming" role of a Program Manager and how they relate to the overall Business Development process.
  
• The relationship between the roles and responsibilities of the Business Development Lead, the Capture Manager and Proposal Manager, and how they all must complement each other.
  
• How to encourage customers to participate in your Business Development process rather than being drawn into their RFP process.
  
• How to institutionalize a common language and culture among your organization's Business Development, Capture, Proposal and Operations teams.
  

Testimonials

Dennis M. Corrigan, President, L-3/DP Associates Inc.
"I have repeatedly found that the approach you teach changes lives (mine especially), makes for a much better relationship with my customers, and leads to more positive results in business development.  Last year alone, taking this approach led directly to nearly $200M in sales for my organization."

Lenny Schaefer, VP Business Development, NCI Information Systems
"This course equips the student to think effectively, to bond and position successfully … to be different from a traditional sales person."

Jason Frye, VP C4ISR Strategic Business Area, American Systems Corporation
"Instructor, course content, and handouts/notes were superb and will definitely be very useful in future BD."

Brad Lewis, Vice President Software, M3 Technology Group
"I’ve been in business for more than 20 years and I’ve attended 12 different training programs. Without a doubt, the MBDi business development training is the best out there. Not only does MBDihave the most compelling content, it has the most profound impact on your professional and personal success. It’s different on a very fundamental level because it goes way beyond techniques and tactics to teach you about human motivation, behavior, and attitudes.…The MBDi Business Development Process® absolutely gives you the confidence and the command presence to go into meetings with top people and generate business."

Michael Szostak, Program Manager, Maritime Programs, Dynamics Research Corporation
"As a newcomer to BD, I found the client focused perspective very unique. I feel I have a full tool box now to start career #2!"

Ralph G. Wooten, MG, USA (Ret), Executive VP, Davis-Paige Management Systems
"This was a great course. I learned much more than I thought possible based on my years of education, training and experience. I will leave here better prepared to perform Business Development in a win-win manner."