1-Introduction
2-Challenges Exercise
3-The 12 Core Competencies of Professional Business Development
4-The BE Components of The 12 Core Competencies
5-The KNOW Components of The 12 Core Competencies
 

6-How and Why People Buy
7-The DO Components of The 12 Core Competencies (Systems)
8-Introduction to the (OI&Q)i Phase, Opportunity and Intel Funnels
 

9-Introduction to the MBDi HUMINT® Client Engagement Process
10-Phase 1 of the Client Engagement Process: Homework before the call
11-Phase 2 of the Client Engagement Process: Preparing for a call
 

12-Phase 3 of the Client Engagement Process: Executing the Call- Establishing Trust- Respect and Establishing Guidelines for the Relationship
13-The DO Components of The 12 Core Competencies- Listening and Questioning skills
14-Phase 3 of the Client Engagement Process: Executing the call- Bonding/Positioning and how to conduct a Diagnostic Interview.
15-Phase 3 of the Client Engagement Process: Executing the call- Establishing funding and decision making criteria.
16-Phase 4 of the Client Engagement Process: Documenting the call with appropriate follow up and agreed next steps.