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

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.