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 407A - NDIA Mastering Business Development Workshop 

407A - NDIA Mastering Business Development Workshop 



Event Number

Event Date

 to 12/12/2013

Event Location
Hyatt Regency Mission Bay

Event Contact
Rebecca Danahy at or (703) 247-2561


The 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 in the Business Development role.

Business Development is primarily a relationship development and intelligence gathering process. Participants will learn how to leverage the principles of behavioral psychology to identify valid prospects and pipeline opportunities, effectively qualify them and develop win-win business relationships for their organizations, their clients and themselves.
This interactive, participant-centered workshop introduces the MBDi Business Development Process®, with its early shaping Opportunity Identification & Qualification component and the MBDi HUMINT® Client Engagement Process. This Client Engagement Process guides participants through a series of planning phases and client engagement steps designed to change how participants think, behave and engage prospects and clients within their Business Development role.

Through the instructor's use of Socratic teaching techniques, participants will acquire the knowledge, thinking, skills and discipline required to proactively engage clients from a Strategic Hunting, Organic Farming or Program Management perspective. Participants have described this workshop as a career-transforming experience.

Utilizing an intensive, interactive, instructor-led, team-learning approach, participants learn:

  • The competencies necessary to become a Business Development Professional including the thinking, behavior and skills required for proactive client engagement and revenue generation.
  • How to gather the intelligence necessary to identify and disqualify unprofitable opportunities before you invest B&P resources in low probability of win opportunities.
  • How to execute the early shaping Opportunity Identification & Qualification Phase of pipeline development with Human Intel gathering, and how to use and refine
  • The proactive steps of the MBDi HUMINT® Client Engagement Process to ensure each engagement with a client delivers the quality intelligence you need to move opportunities through your pipeline.
  • How and why clients “buy” when making sourcing decisions.
  • The difference between Strategic and Organic Business Development and who should do each.
  • How to encourage customers to participate in your Opportunity Identification and Qualification phase rather than being drawn into their RFP process.
  • The difference between goal and purpose-driven business development.
  • The basics of utilizing interpersonal human psychology to understand yourself and your clients.
  • The significance and interaction of the Intel Funnel and the Opportunity Pipeline.
  • The critical “flight gauges” of Business Development. How to read and respond appropriately to prospects’ behavior.
  • The basis of a common Business Development language and culture among your organization's Business Development, Capture, Proposal and Operations teams.


James Roberts, Westinghouse Electric Company
“The information presented is invaluable and will without a doubt further my ability to assist my customers’ successful business operations.”

Katie Dicks, Schuler Incorporated
“The NDIA/MBDi Business Development workshop is the best training I have received since starting my new sales position and should be a requirement for any BD or Sales position.”

Dr. Lynn Snyder, Rolls Royce North America
“This course changed the total way I approach new prospects.”

Manager, Ball Aerospace & Technologies Corp.
“The MBDi training workshop I attended brought together everything it took me one painful decade to learn and laid it all out clearly and efficiently in two days.  This workshop is the vulcan mind meld of BD fundamentals and I highly recommend it for everyone from tenderfeet to well-seasoned professionals.”

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."


For more information about the content covered in each module, please click on this link.

Day 1
7:00-8:00     Continental Breakfast
8:00-12:00   Classroom Instruction: Modules 1-5
12:00-1:00   Lunch
1:00- 5:30    Classroom Instruction: Modules 6-8
5:30pm         End of day 1

Day 2
7:00-8:00      Continental Breakfast
8:00-12:00    Classroom Instruction: Module 9-11
12:00-1:00    Lunch
1:00- 5:00     Classroom Instruction: Module 12-16
5:00pm          End of Day 2/Workshop Adjourned

Classroom Instruction Module Overview

Modules 1-5
1- Introduction
2- Challenges Exercise
3- The 12 Core Competencies of Professional Business Development
4- The BE Components of The 12 Core Competencies
5- The KNOW Components of The 12 Core Competencies

Modules 6-8
6- How and Why People Buy
7- The DO Components of The 12 Core Competencies (Systems)
8- Introduction to the (OI&Q)i Phase, Opportunity and Intel Funnels

Module 9-11
9- Introduction to the MBDi HUMINT® Client Engagement Process
10- Phase 1 of the Client Engagement Process: Homework before the call
11- Phase 2 of the Client Engagement Process: Preparing for a call

Module 12-16
12- Phase 3 of the Client Engagement Process: Executing the Call- Establishing Trust – Respect and Establishing Guidelines for the Relationship
13- The DO Components of The 12 Core Competencies- Listening and Questioning skills
14- Phase 3 of the Client Engagement Process: Executing the call- Bonding/Positioning and how to conduct a Diagnostic Interview.
15- Phase 3 of the Client Engagement Process: Executing the call- Establishing funding and decision making criteria.
16- Phase 4 of the Client Engagement Process: Documenting the call with appropriate follow up and agreed next steps. 


Hyatt Regency Mission Bay
1441 Quivira Rd.
San Diego, CA 92109
Tel: (619) 224-1234


Hyatt Regency Mission Bay
1441 Quivira Rd.
San Diego, CA 92109
Tel: (619) 224-1234

A small block of rooms has been reserved at the Hyatt Regency Mission Bay. In order to ensure the discounted rate, you must make your reservations early and ask for the NDIA room block. Rooms will not be held after Tuesday, November 19, 2013 and may sell out before then. Rates are also subject to change after this date.

To make your reservation, please call the hotel directly at 619-224-1234 or through our personalized reservation site found here

Single / Double: $133.00


Online Registration is now CLOSED!

Registration Fee: $1,795

Download/Print/View the registration form for INDUSTRY ATTENDEES ONLY, and fax the completed form (including a form of payment) to (703) 522-1885.

If you are a government employee, email Rebecca Danahy at to find out how to receive a government scholarship.

A discount will now be offered to organizations that send more than one employee to the workshop.  The new pricing is as follows:

              1          -      $1795
              2-4       -      $1695 each
              5+        -      $1495 each

When registering more than 1 employee, an individual registration form must be filled out for each attendee.

The registration fee covers the 2-day course, all course materials (some mailed to you prior to the workshop), breakfast, lunch, morning and afternoon snack breaks, and all day beverage service for 2 days.

Cancellation, Substitution and Transfer Policy:

A $75 cancellation fee will apply to all cancellations received before November 29, 2013.  Refunds will not be given for cancellations received after November 29, 2013.  Substitutions are welcome in lieu of cancellations. All cancellations and substitutions must be made in writing to

There is an additional $75 transfer fee each time that you transfer to a new course. Please choose the course that you transfer to carefully as there are only three transfers allowed.  After this, your money will be forfeited and you will have to register and pay the entire fee again. All transfers must be made in writing to

Contact Info/Inquiries/Questions

NDIA POC: Rebecca Danahy, or (703) 247-2561.


Affiliate Associations

The Association for Enterprise Information    National Training and Simulation Association    Precision Strike Association    Women in Defense