Introduction – Course Overview and Purpose

The Importance of Leadership, Integrity, and Character in Business Development

Differentiating between Purpose and Goal in Developing Business

Exploring the Concepts of Self-Identity and Role-Identity

Understanding Behavioral Psychology in BD & Why People Buy
Psychological Pressure in a BD Role

Identifying & Overcoming Process vs. Psychological limitations in BD

Understanding the Difference between Internal vs. External Process

Overview of a Proactive MBDi Business Development Process

Introduction to the Opportunity Identification & Qualification (OI&Q)i Phase

Tracking Opportunities and Intel – The Opportunity and Intel Funnels

Help or Questions about the Curriculum? Contact Carla Caputo (704)553-0000 or info@mbdi.com  

The 4 Phases of the HUMINT Client Engagement Process (CEP)

How to Evaluate an Opportunity – Importance of an Intel Gathering Plan

The Value of Preparing for a Call – How to Make the Initial Contact

Executing a Call that Establishes Trust & Respect in the Relationship
Learn the Critical Skills for Conducting a Diagnostic Interview

Significance of Listening, Socratic Questioning, Reversing & Note Taking

Importance of Avoiding Premature, Unfocused Capabilities Presentations

How to Shape Budget Considerations and Opportunities based on Intel Gathered

Importance of Avoiding Premature, Unfocused Capabilities Presentations

Qualifying and Shaping around Problem Definition

Document the Call – Using Intel Gathered to Make Informed Business Decisions

Help or Questions about the Curriculum? Contact Carla Caputo (704)553-0000 or info@mbdi.com