1:00-1:30pm Understanding the 12 Core Competencies of Business Development

1:30-2:00pm Why Leadership, Character, Mission, Principle &Ethics is important in BD

2:00-2:30pm Why a Healthy Self-Worth & Self-Identity is Critical in the Role of BD

2:30-2:45pm Why You Must be Purpose Driven to Succeed in Client Engagement

2:45-3:30pm How to Apply an Understanding of Behavioral Psychology to Better Understand the Client

3:30-3:45pm Overcoming Psychological Limitations in the BD Role

3:45-4:00pm Learn How & Why People Buy

HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com  

1:00-1:30pm Is your Existing BD Process, Proactive, Reactive or Non-Existent?

1:30-1:45pm Why a Proactive BD Process Allows You to Be in Control

1:45-2:30pm Understanding the Early Shaping Components of a Proactive Government Services BD Process

2:30-3:00pm How to Qualify or Disqualify Opportunities Early Based on HUMINT vs. Data

3:00-3:30pm Why Having a Credible Intel Funnel is Critical to Having a Robust Revenue Pipeline

3:30-4:00pm Importance of Mapping the HUMINT Client Engagement Process to your Internal BD Process

HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com  

1:00-1:30pm Introduction to the HUMINT Based Client Engagement Process (CEP)

1:30-1:45pm A Disciplined Process for Evaluating an Opportunity

1:45-2:15pm How to Develop an Intel Gathering Plan & Importance of Preparing for the Initial Call

2:15-2:30pm Learn to Be Purpose Focused During the Initial Call

2:30-2:45pm Why You Need to Practice, Drill and Rehearse 2:45-3:30pm How to Establish Credibility and Trust with the Client

3:30-3:45pm Psychologically How to Relate to the Prospect from Their Perspective

3:45-4:00pm How to Establish a Win-Win Conversation Early in the Relationship

HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com  

1:00-1:15pm Mastering the Art & Science of Conducting a Client Interview

1:15-1:30pm Guidelines for Conducting a Diagnostic “Pain” Interview

1:30-2:00pm Learn the Questioning & Listening Skills Necessary to Understand the Client’s Challenges

2:00-2:15pm Understanding Socratic Dialogue & Allowing the Prospect to be the Source of Information

2:15-2:30pm Gathering Important Financial and Decision-Making Criteria

2:30-3:15pm Qualifying and Shaping around Problem Definition: Uncovering Client Pains

3:15-4:00pm Multiple Role-Play Simulations based on Student Challenges

HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com