Introduction to the Be-Know-Do Competencies of Business Development

Identification of Participant Challenges to be Addressed During the Training

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  

The Characteristics of the Be Components of the 12 Core Competencies


Balancing Purpose and Goal in Client Engagement

Understand How your Self-Worth is not Dependent on your Roles

Know Why BD Professionals Struggle in their Role

Understand the Value of Personal and Professional Goal Setting and Planning

 

Learn Psychological How and Why People Buy

How to Leverage the Principals of Behavioral Psychology to Better Understand Yourself and your Prospects

Introduction to the Basics of Transactional Analysis

Understand the 3 Ego States and How They Affect Both You and Your Client’s Behavior

Uncovering Conceptual Limitations and How they Hold People Back in BD

 

Learn the Difference between Data and Human Intelligence (HUMINT® )

Understanding Intel Funnel vs. Opportunity Pipeline Funnel

Is your Existing BD Process, Proactive, Reactive or Non-Existent?
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

 

Introduction to the 4 Phases of the MBDi HUMINT® Client Engagement Process (CEP)

Learn a Disciplined Process for Evaluating an Opportunity

How to Develop an Intel Gathering Plan & Importance of Preparing for the Initial Call

Learn How to Take Control in Setting Appointments, Leaving Effective Voice Mails and How to Make the Initial Contact

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

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

Gathering Important Financial and Decision-Making Criteria

Shaping the Opportunity to Prepare a Credible Presentation