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 407E - NDIA Mastering Business Development Workshop 

407E - NDIA Mastering Business Development Workshop 


NDIA Mastering Business Development® Workshop

Event Number

Event Date

 to 9/4/2014

Event Location
The Westin San Diego

Event Contact
Ms. Molly Holt at or 703-247-2572


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.

“The information presented is invaluable and will without a doubt further my ability to assist my customers’ successful business operations.” -Director

“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.”
-Defense Sales Associate

“This course changed the total way I approach new prospects.” -Director, Mktg & Advanced Sys.Director, Marketing & Advanced Systems

"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." -President


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

Day 1, Wednesday, September 3
7:00AM - 8:00AM, Continental Breakfast
8:00AM - 12:00PM, Classroom Instruction: Modules 1-5
12:00PM - 1:00PM, Lunch
1:00PM - 5:30PM, Classroom Instruction: Modules 6-8
5:30PM, End of Day 1

Day 2, Thursday, September 4
7:00AM - 8:00AM, Continental Breakfast
8:00AM - 12:00PM, Classroom Instruction: Module 9-11
12:00PM - 1:00PM, Lunch
1:00PM - 5:00PM, 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.

NDIA Mastering Business Development® Speaker
The NDIA Mastering Business Development® Workshop will feature Mr. Bobby Christian as a guest Speaker. Mr. Christian will share his extensive experience serving in Business Development and BD management roles for large, mid-size and small emerging businesses.

Mr. Christian is the Founder and Managing Partner of iMPACT Ventures, LLC, a growth strategy firm focused on companies with high growth desire and potential. He also launched iMPACT Ventures Capital Group, LLC to provide seed capital to early stage companies. iMPACT currently maintains an interest in a diverse set of portfolio companies including Waterfall Software, 3 Pillar Global, and Tangible Software with public and private sector clients. His prior career includes work with American Systems, Internet Security Systems and Andersen Consulting.


The Westin San Diego
400 W Broadway
San Diego, CA 92101
Tel: (619) 239-4500


The room block is now closed!
A block of rooms has been reserved at The Westin San Diego. To make your reservation, please call the hotel directly. In order to ensure the discounted NDIA rate, you must make your reservations early and ask for the "NDIA MBDi Workshop" room block.

The Westin San Diego
400 W Broadway
San Diego, CA 92101
Tel: (619) 239-4500
Room Block Daily Rate: $139 per night

Rooms will not be held after 5:00PM EST August 4, 2014 and may sell out before then. Rates are also subject to increase after this date.


Online Registration is now CLOSED!

Registration Fees
Discounts are offered to organizations that send more than one employee to the workshop.

  • Individual = $1,795
  • Multiple Individuals (2-4) = $1,695 each
  • Multiple Individuals (5+ more) = $1,495 each

If you are registering more than 1 employee, an individual registration form must be filled out for each attendee. You can Download/Print/View the registration form (for INDUSTRY ATTENDEES ONLY) and fax the completed form (including a form of payment) to (703) 522-1885 or email the completed form to Molly Holt at If you are a government employee, please email Molly Holt at, to receive more information on government scholarships.

Registration Fee Includes: 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
Cancellations received before Friday, August 22, 2014 will be refunded minus a $75 cancellation fee. Refunds will not be given for cancellations received after Friday, August 22, 2014.  Substitutions to this event are welcome in lieu of cancellations. All cancellations and substitutions must be made in writing to Molly Holt at

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 Molly Holt at

Attendee Information

Appropriate dress for this Workshop is business casual for civilians and Class B uniform or uniform of the day for military personnel.

ID Badge
Each Attendee will be issued an identification badge at check-in. Please be prepared to present a valid picture ID.
Special Needs
NDIA supports the Americans with Disabilities Act of 1990. For more information, please contact Ms. Molly Holt at or (703) 247-2572 and reference Event #407E.

Contact Info/Inquiries/Questions

NDIA POC: Ms. Molly Holt, Meeting Planner, or (703) 247-2572.


Affiliate Associations

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