Covered Topics

• 12 Core Competencies of Business Development
• Purpose Driven Leadership
• Role Identity versus Self Identity
• Psychological Challenges in the BD Role
 

Covered Topics

• Principals of Behavioral Psychology in Business Development
• Why BD Professionals struggle in their role
• Understanding Why Prospects Buy
• Opportunity Identification and Qualification
 

Covered Topics

• Understanding reactive vs. proactive BD Processes
• Tracking Opportunities, Prospects & Intel
• MBDi HUMINT® Client Engagement Process
• Script Development
 

Covered Topics

• Establishing Trust and Respect
• The Art of the Interview
• Socratic Dialogue
• Diagnostic Interview & Uncovering Client Pains