Introduction

The MBD Workshop is a transforming experience that combines an intensive, interactive team-learning approach with the fundamentals of the core competencies required for sustained revenue generation. The curriculum enables participants to personally discover how intellectual, emotional and behavioral change can have a significant impact on their personal and professional lives. Participants learn how to leverage the principles of behavioral psychology to identify real opportunities, qualify prospects, develop relationships and create win-win situations for their companies, their clients, and themselves.

Much more than just a Business Development strategy, the MBDⁱ process is a unique life altering experience that guides participants through a series of process steps designed to create significant changes in thinking, feeling, and behavior in both their personal relationships and their respective Business Development roles.

Since Business Development is primarily a relationship building process, participants learn how to apply the fundamentals of human psychology and motivation to all aspects of their various roles in the Business Development process.  Through the skilled interventionist techniques of our instructors, participants will acquire the knowledge, thinking, skills, and discipline required for proactive Business Development from a Hunting, Farming and Capture Management perspective.

Participants at this workshop will gain a clear understanding of:

• The difference between Strategic and Organic Business Development and the need for a coordinated Business Development approach,
  
  
• Their role as a Business Development Professionals and the thinking, behavior, and skills required in all of its various aspects,
  
  
• The relationship between the roles of the Business Development Manager and the Capture Manager and how they must complement one other,
  
  
• The specific “farming” role of the Program Manager and how it relates to the overall Business Development process,
  
  
• What clients really “buy” when making a purchasing decision,
  
  
• The accountably and responsibility of the various roles in the Business Development/Capture process.
  
  
• How to bring clients into your Business Development process rather than being drawn into their RFP process,
  
  
• How to enhance and integrate your Opportunity Identification & Qualification (OIQ) process with the Intelligence Gathering Steps,
  
  
• How to gather, use and refine intelligence through the Business Development, Capture and Proposal Development processes,
  
  
• How to identify and disqualify unprofitable opportunities early, before the Stage 1 review.
  
  
• How to instill and imbue a common language and culture among 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."