Agenda at a Glance
The below topics are topics attendees can expect to be covered over the 2 day course.
DAY 1 – September 27, 2022
- Understanding the 12 Core Competencies of Business Development
- Explore the Concepts of Self-Identity and Role-Identity
- How to Differentiate between Goal and Purpose in Professional Business Development
- Reinforce the Importance of Leadership, Integrity, and Character in Business Development
- Learn the basics of Behavioral Psychology & Why People Buy
- Identifying & Overcoming Process vs. Psychological Limitations in the Role of BD
- Overview of a Proactive MBDi Business Development Process
- Understanding the components of a proactive Government Services BD Model
- Introduction to the Early Shaping Opportunity Identification & Qualification (OI&Q)I Phase
- The Importance of Tracking Opportunities and HUMINTâ Intel Sources
HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com
DAY 2 – September 28, 2022
- Introduction to the 4 Phases of the HUMINTâ Client Engagement Process (CEP)
- Learn the Critical Dialogue Skills Necessary for Effective, Confident & Successful Conversation with the Client
- How to Evaluate an Opportunity - Importance of Documenting an Intel Gathering & Call Plan
- The Value of Preparing for a Call (Practice, Drill & Rehearse) - How to make the Initial Contact & Take Control in Scheduling Appointments
- How to Execute a Call that Establishes Trust & Respect in the Relationship
- Learn the Critical Skills for Conducting a Diagnostic Interview (Listening, Questioning & Scripts)
- Significance of Listening, Socratic Questioning, Reversing, Negative Reversing & Note Taking
- The Importance of Avoiding Premature, Unfocused and Unwarranted Presentations
- How to Shape Budget Considerations and Opportunities based on Intel Gathered
- Documenting the Call - How to Use the Intel Gathered to make Informed Business Decisions
HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com