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

Behavioral Psychology and Systems & Processes

• 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

Day 3 -February 18, 2022

MBDi HUMUNT Client Engagement Process (CEP)

• Phase 1 CEP – Analysis, Intel Gathering & Planning
• Phase 2 CEP – Preparing for the Call
• Trust and Respect Script Development
• Phase 3 CEP – Executing the Call
• Diagnostic Interview / Qualifying & Shaping Skills
• Phase 4 CEP – Document, Evaluate, Validate