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.