Mastering Business Development Workshop Introduction to the certified HUMINT® Client Engagement Process

207A - Mastering Business Development Workshop
  • 6/21/2022 - 6/29/2022 1:00pm - 4:00pm (EDT)
  • Virtual Meeting
    June 21 | June 22 | June 28 | June 29
  • Event Type : Course
    Event Code : 207A


The Mastering Business Development® Workshop is an educational and professional development program that focuses on the thinking, process and discipline required for professional Business Development. This course fosters participants’ understanding of the critical thinking and skills that enable success in any business development role.

This course consists of 4 sessions which will take place in the afternoons of June 21,  June 22, June 28, and June 29, 2022.

This four-session interactive, participant-centered workshop introduces the MBDi Business Development Process, with its early shaping Opportunity Identification & Qualification component and the proprietary MBDi HUMINT® Client Engagement Process (CEP). This program guides participants through a series of planning phases and teaches them techniques and dialogue skills needed to change their thinking, behavior, and how they engage prospects and clients within the role of business development.

Business Development is primarily a relationship development and intelligence gathering process. Participants will learn how to leverage the principles of behavioral psychology to identify valid prospects and pipeline opportunities, effectively qualify them and develop win-win business relationships for their organizations, their clients and themselves.

Through the instructor’s use of Socratic teaching techniques, participants will acquire the knowledge, thinking, skills and discipline required to proactively engage clients from a Strategic Hunting, Organic Farming or Program Management perspective. Participants have described this workshop as a career-transforming experience.

This course is for professionals responsible for revenue growth and individual resources who struggle with any of the following challenges: 

  • Pushing capabilities briefings and solutions instead of gathering Human Intelligence (HUMINT)â that can shape customer requirements.
  • Lacking a proactive, disciplined and repeatable business development process.
  • Ineffective Identification and Disqualification of unprofitable opportunities before investing bid and proposal funds or resources
  • Concern with the lack of customer intelligence needed for decision making during critical gate reviews
  • Difficulty gaining access to the customer and being perceived as a pushy contractor.
  • Inadequate training needed to transition into a BD role with a new organization or company. 
  • Difficulty constructing meaningful dialogue need to improve your Pwin.

Poor understanding of behavioral psychology and how enhanced dialogue skills improves your perspective of the customer’s real challenges. 

The NDIA has a policy of strict compliance with federal and state antitrust laws. The antitrust laws prohibit competitors from engaging in actions that could result in an unreasonable restraint of trade. Consequently, NDIA members must avoid discussing certain topics when they are together – both at formal association membership, board, committee, and other meetings and in informal contacts with other industry members: prices, fees, rates, profit margins, or other terms or conditions of sale (including allowances, credit terms, and warranties); allocation of markets or customers or division of territories; or refusals to deal with or boycotts of suppliers, customers or other third parties, or topics that may lead participants not to deal with a particular supplier, customer or third party.


Mr. Chris Sax
(703) 247-2571

Kimberly Williams
(703) 247-2578

Topics: Acquisition

Mastering Business Development Workshop