Mastering Business Development Workshop Introduction to the certified HUMINT® Client Engagement Process

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  • 10/28/2021 - 11/18/2021
  • Virtual Meeting
    October 28 | November 4 | November 10 | November 18
  • Event Type : Course
    Event Code : 207A


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 course fosters participants’ understanding of the core competencies required for success in the Business Development role.

This course consists of 4 workshops which will take place in the afternoons of October 28, 2021, November 4, 2021, November 10, 2021, and November 18, 2021.

This four-day interactive, participant-centered workshop introduces the MBDi Business Development Process, with its early shaping Opportunity Identification & Qualification component and the proprietary MBDi HUMINT® Client Engagement Process (CEP). This program guides participants through a series of planning phases and teaches them techniques and dialogue skills needed to change their thinking, behavior, and how they engage prospects and clients within the role of business development.

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:

  • Gain the critical thinking, behavior and skills for proactive client engagement and revenue generation.
  • Uncover mechanical and psychological limitations challenging your success in the role of Business Development.
  • Understand how behavioral psychology and transactional analysis improves your understanding of the prospect.
  • Know how to identify and disqualify unprofitable opportunities before investing Bid & Proposal resources.
  • Develop an understanding of the MBDi (OI&Q)I Phase and proprietary HUMINT® Client Engagement Process.
  • Learn to encourage customers to participate in your Opportunity Identification and Qualification (OI&Q)i phase rather than being drawn into their RFP process.


The NDIA has a policy of strict compliance with federal and state antitrust laws. The antitrust laws prohibit competitors from engaging in actions that could result in an unreasonable restraint of trade. Consequently, NDIA members must avoid discussing certain topics when they are together – both at formal association membership, board, committee, and other meetings and in informal contacts with other industry members: prices, fees, rates, profit margins, or other terms or conditions of sale (including allowances, credit terms, and warranties); allocation of markets or customers or division of territories; or refusals to deal with or boycotts of suppliers, customers or other third parties, or topics that may lead participants not to deal with a particular supplier, customer or third party.



Kimberly Williams
(703) 247-2578

Mr. Chris Sax
(703) 247-2571

Topics: Acquisition

Mastering Business Development Workshop