Tuesday, September 27, 2022
7:00 - 8:00 am
8:00 am- 12:00 pm
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
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
12:00 - 1:00 pm
1:00 - 5:00 pm
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
7 - The DO Components of The 12 Core Competencies (Systems)
8 - Introduction to the (OI&Q)i Phase, Opportunity and Intel Funnels
Wednesday, September 28, 2022
7:00 - 8:00 am
8:00 am - 12:00 pm
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
10 - Phase 1 of the Client Engagement Process: Homework before the call
11 - Phase 2 of the Client Engagement Process: Preparing for a call
12:00 - 1:00 pm
1:00 - 5:00 pm
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.
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.