Agenda at a Glance

The below topics are topics attendees can expect to be covered over the three day course. 

Day 1 -February 16, 2022

Understanding the Role of Business Development

  • Introduction to BD and the 12 Core Competencies
  • Uncovering Mechanical & Conceptual Limitations
  • Importance of Leadership, Integrity, and Character (NOTE: This needs to be a major bullet)
  • Differentiating between Purpose and Goal
  • Exploring the Concepts of Self-Identity and Role-Identity
  • Personal Goal Setting & Planning

Day 2 -February 17, 2022

Theory, Concepts & Principles

  • Introduction to Transactional Analysis in BD
  • The Psychology of How & Why People Buy
  • Internal vs. External BD Processes
  • Early Shaping OI&Q Phase
  • Tracking Opportunities, Prospects & Intel
  • The MBDi HUMINT® Client Engagement Process (CEP)
  • Phase 1 CEP – Analysis, Intel Gathering & Planning

Day 3 -February 18, 2022

Processes, Techniques & Application

  • Phase 2 CEP – Preparing for the Call
  • Trust and Respect Script Development
  • Phase 3 CEP – Executing the Call
  • Asking Permission to Interview for Pain
  • Diagnostic Interview / Qualifying & Shaping Skills
  • Phase 4 CEP – Document, Evaluate, Validate