Introduction

The NDIA/MBDi Small Business Revenue Generating Workshop has been specifically tailored to Growing Small Business Revenue and will focus on  accelerating revenue growth to the next level.

Participants will be coached on three critical principles of Business Development and revenue growth:

1. The requirement for Operational and Tactical Business Development Planning;
2. The need for an Opportunity Identification & Qualification (OI&QSM) Process; and,
3. The Identification, Selection and  Development of BD personnel.

Emphasis will be placed on how these three components interact within an organization, why they are important, and how they impact Revenue Generation.

Participants at this workshop will:

• Know and understand the impact of Plans, Process and Personnel in generating
   revenue.

• Discover who or what is constraining your revenue growth and learn how to utilize
   Business Development to grow to the next level.

• Clarify the role of a Business Development Professional and understand the thinking,
   behavior, skills and discipline required to grow new strategic business and add-on
   revenue.

• Learn how to use a customer engagement process to gather human intelligence to
   support the Business Development, Capture and Proposal processes.

• Understand what Opportunity Identification & Qualification (OIQ) is and how this
   process enhances the ability to generate revenue while protecting time and financial
   resources.

• Discover what clients really "buy" when making a down select decision.

• Learn to leverage the principles of behavioral psychology when engaging customers
   to understand their real needs and issues, creating win-win situations and developing
   long-term relationships. 

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."