Mastering Business Development Workshop (NDIA #107A)

Mastering Business Development® Workshop is an educational and professional development program, which focuses on the thinking, process and discipline required for professional Business Development. This 2-day workshop fosters participants’ understanding of the core competencies required for success.

Business Development is primarily a relationship and intelligence gathering process. Thus participants learn how to leverage the principles of behavioral psychology to identify valid prospects, qualify them as opportunities and develop win-win business relationships for their organizations, their clients, and themselves.

Through the skilled Socratic teaching techniques of the instructors, participants acquire the knowledge, thinking, skills and discipline required for proactive Business Development from a Strategic Hunting, Organic Farming or Program Management perspective.

This workshop introduces the MBDi Business Development Process®, with its unique Opportunity Identification & Qualificationsm component. This process, guides participants through a series of steps designed to change your thinking, feeling and behavior in your Business Development role and how you interact with prospects.

Participants have described this workshop as a transforming experience. 

Utilizing an intensive, interactive, instructor led, team-learning approach, Participants will learn:

The difference between Strategic and Organic Business Development and the need for an Opportunity Identification & Qualification process based on Human Intelligence.

How to identify and disqualify unprofitable opportunities early on before moving on to further stages in your process.

How to enhance the Opportunity Identification & Qualification process with Human Intel gathering, and how to use and refine Human Intelligence throughout the Business Development, Capture and Proposal processes.

The competencies necessary to become a Business Development Professional including the thinking, behavior, and skills required for proactive revenue generation.

What clients really “buy” when making sourcing decisions.

The responsibilities associated with the "farming" role of a Program Manager and how they relate to the overall Business Development process.

The relationship between the roles and responsibilities of the Business Development Lead, the Capture Manager and Proposal Manager, and how they all must complement each other.

How to encourage customers to participate in your Business Development process rather than being drawn into their RFP process.

How to institutionalize a common language and culture among your organization's Business Development, Capture, Proposal and Operations teams.

Classroom Instruction Session Overview:

Session 1
Introduction, Course Overview, Leadership and Goal vs. Purpose Discussions

Session 2
Introduction to Psychology, Transactional Analysis and How and Why People Buy
Overview of Federal Revenue Acquisition Process and Business Development Terminology

Session 3
Review of Day 1
The Seven Steps of an Early Shaping, Human Intelligence Gathering Process

Session 4
Continuation of the Seven Steps
Client Engagement Tactics and Techniques

A new registration process and pricing structure have been implemented for this workshop.  A discount will now be offered to organizations that send more than one employee to the workshop.  The new pricing is as follows:

             Industry
              1          -       $1795
              2-4       -      $1695 each
              5+        -      $1495 each

              Government    - Call Michelle Hariston at 703-247-9478 to see if
                                            you qualify to attend at no charge

The registration fee covers the 2-day course, all course materials (some mailed to you prior to the workshop), breakfast, lunch, morning and afternoon snack breaks, and all day beverage service for 2 days.