Mastering the Art of Business Development Workshop

  • 5/21/2024 - 5/23/2024
  • NDIA Headquarters
    2101 Wilson Blvd, Suite 700
    Arlington ,  VA  22201
  • Event Type :


The Mastering the Art of Business Development® Workshop is an educational and professional development program which focuses on the thinking, process and discipline required for professional Business Development. This 3-day workshop fosters participants’ understanding of the core competencies required for success in the Business Development role.

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.

This interactive, participant-centered workshop introduces the MBDBusiness Development Process®, with its early shaping Opportunity Identification & Qualification component and the MBDHUMINT® Client Engagement Process. This Client Engagement Process guides participants through a series of planning phases and client engagement steps designed to change how participants think, behave and engage prospects and clients within their Business Development role.

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.

During this interactive, participant-centered workshop, participants will:

  • Explore the concepts of self-identity and role-identity and how to differentiate between goals and purpose in professional and personal life.
  •  Learn how to deal with rejection, risk-taking and failure and gain a better understanding of the importance of leadership, integrity and character in developing business.
  • Acquire a better understanding of the psychology of human behavior and how it applies to their own self-knowledge and understanding of others.
  • Review the fundamentals of the MBDi Business Development Process and how the rules of the relationship are established.
  • Learn how to control the client interview process and gain valuable insights into how and why people buy.
  • Learn a proven 4 phase Client Engagement Process that produces high value, human intelligence that drives Opportunity Identification & Qualification (OI&Q)i.
  • Learn account planning, intelligence gathering, call planning and script development with role playing of specific client calls.
  • Experience how individuals bond and position in different roles and at different levels within an organization
  • Understand how to control the decision making process in the procurement cycle and master the skills needed for prospecting, qualifying and closing business.
  • Learn how to overcome the psychological limitations and barriers implicit in developing business and how to successfully integratethese processes and skills into the daily practice of client engagement.


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.


Sarah Komar
(703) 247-9467

Mastering the Art of Business Development Workshop