Tuesday, June 21, 2022
Time
Location
1:00 pm - 4:00 pm EDT
Understanding the Be-Know-Do Competencies of Business Development
Why Leadership, Character, Mission, Principle & Ethics is Critical in BD
Why a Healthy Self-Worth & Self-Identity is Critical in the Role of BD
Why You Must be Purpose Driven to Succeed in Client Engagement
How to Apply an Understanding of Behavioral Psychology to Better Understand the client
Overcome Your Psychological Limitations in the BD Role
Learn How & Why People Buy
HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com
Why Leadership, Character, Mission, Principle & Ethics is Critical in BD
Why a Healthy Self-Worth & Self-Identity is Critical in the Role of BD
Why You Must be Purpose Driven to Succeed in Client Engagement
How to Apply an Understanding of Behavioral Psychology to Better Understand the client
Overcome Your Psychological Limitations in the BD Role
Learn How & Why People Buy
HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com
Virtual
Wednesday, June 22, 2022
Time
Location
1:00 pm - 4:00 pm EDT
Is your Existing BD Process, Proactive, Reactive or Non-Existent?
Why a Proactive BD Process Allows You to Be in Control
Understanding the Early Shaping Components of a Proactive Government Services BD Process
How to Qualify or Disqualify Opportunities Early Based on HUMINT® vs. Data
Why Having a Credible Intel Funnel is Critical to Having a Robust Revenue Pipeline
Importance of Mapping the HUMINT® Client Engagement Process to your Internal BD Process
HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com
Why a Proactive BD Process Allows You to Be in Control
Understanding the Early Shaping Components of a Proactive Government Services BD Process
How to Qualify or Disqualify Opportunities Early Based on HUMINT® vs. Data
Why Having a Credible Intel Funnel is Critical to Having a Robust Revenue Pipeline
Importance of Mapping the HUMINT® Client Engagement Process to your Internal BD Process
HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com
Tuesday, June 28, 2022
Time
Location
1:00 pm - 4:00 pm EDT
Introduction to the HUMINT® Based Client Engagement Process (CEP)
A Disciplined Process for Evaluating an Opportunity
How to Develop an Intel Gathering Plan & Importance of Preparing for the Initial Call
Learn to Be Purpose Focused During the Initial Call
Why You Need to Practice, Drill and Rehearse
How to Establish Credibility and Trust with the Client
Psychologically How to Relate to the Prospect from Their Perspective
How to Establish a Win-Win Conversation Early in the Relationship
HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com
A Disciplined Process for Evaluating an Opportunity
How to Develop an Intel Gathering Plan & Importance of Preparing for the Initial Call
Learn to Be Purpose Focused During the Initial Call
Why You Need to Practice, Drill and Rehearse
How to Establish Credibility and Trust with the Client
Psychologically How to Relate to the Prospect from Their Perspective
How to Establish a Win-Win Conversation Early in the Relationship
HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com
Wednesday, June 29, 2022
Time
Location
1:00 pm - 4:00 pm
Mastering the Art & Science of Conducting a Client Interview
Guidelines for Conducting a Diagnostic “Pain” Interview
Learn the Questioning & Listening Skills Necessary to Understand the Client’s Challenges
Understanding Socratic Dialogue & Allowing the Prospect to be the Source of Information
Gathering Important Financial and Decision-Making Criteria
Shaping the Opportunity to Prepare a Credible Presentation
Multiple Role-Play Simulations based on Student Challenges
HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com
Guidelines for Conducting a Diagnostic “Pain” Interview
Learn the Questioning & Listening Skills Necessary to Understand the Client’s Challenges
Understanding Socratic Dialogue & Allowing the Prospect to be the Source of Information
Gathering Important Financial and Decision-Making Criteria
Shaping the Opportunity to Prepare a Credible Presentation
Multiple Role-Play Simulations based on Student Challenges
HELP or QUESTIONS about the Curriculum? Contact Carla Caputo (704) 553-0000 or carla@mbdi.com