Agenda at a Glance

This course consists of four 3-hour workshops which will take place in the afternoons of October 28, 2021, November 4, 2021, November 10, 2021, and November 18, 2021. The course will take place from 2:00 - 5:00 pm EDT each day. 

October 28, 2021

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

November 4, 2021

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

November 10, 2021

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

November 18, 2021

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

Mastering Business Development Workshop