Certified Business Development Professional

Course Info

Date: July-11-2022

Length: 1 Week

City: London

Fees: 4,210

Type: In Classroom

Available Dates

  • July-11-2022

    London

  • Aug-15-2022

    London

  • Sep-12-2022

    London

  • Oct-10-2022

    London

  • Nov-14-2022

    London

  • Dec-12-2022

    London

  • Dec-20-2022

    London

  • Dec-27-2022

    London

  • Jan-09-2023

    London

  • Jan-17-2023

    London

  • Feb-13-2023

    London

  • Feb-14-2023

    London

  • Mar-14-2023

    London

  • Apr-11-2023

    London

  • May-09-2023

    London

  • June-13-2023

    London

Dates in Other Venues

  • July-04-2022

    Dubai

  • July-18-2022

    Paris

  • July-18-2022

    Istanbul

  • July-18-2022

    Barcelona

  • July-18-2022

    Munich

  • July-25-2022

    Madrid

  • July-25-2022

    Dubai

  • Aug-08-2022

    Dubai

  • Aug-22-2022

    Paris

  • Aug-22-2022

    Istanbul

  • Aug-22-2022

    Barcelona

  • Aug-22-2022

    Munich

  • Aug-29-2022

    Dubai

  • Sep-05-2022

    Dubai

  • Sep-19-2022

    Paris

  • Sep-19-2022

    Istanbul

  • Sep-19-2022

    Barcelona

  • Sep-19-2022

    Munich

  • Sep-26-2022

    Madrid

  • Sep-26-2022

    Dubai

  • Oct-10-2022

    Dubai

  • Oct-17-2022

    Paris

  • Oct-17-2022

    Istanbul

  • Oct-17-2022

    Barcelona

  • Oct-17-2022

    Munich

  • Oct-24-2022

    Madrid

  • Oct-31-2022

    Dubai

  • Nov-07-2022

    Dubai

  • Nov-21-2022

    Paris

  • Nov-21-2022

    Madrid

  • Nov-21-2022

    Istanbul

  • Nov-21-2022

    Barcelona

  • Nov-21-2022

    Munich

  • Nov-28-2022

    Dubai

  • Dec-05-2022

    Dubai

  • Dec-19-2022

    Paris

  • Dec-19-2022

    Madrid

  • Dec-19-2022

    Istanbul

  • Dec-19-2022

    Barcelona

  • Dec-19-2022

    Munich

  • Dec-20-2022

    Istanbul

  • Dec-20-2022

    Dubai

  • Dec-26-2022

    Dubai

  • Dec-27-2022

    Madrid

  • Jan-03-2023

    Dubai

  • Jan-16-2023

    Madrid

  • Jan-17-2023

    Paris

  • Jan-17-2023

    Istanbul

  • Jan-17-2023

    Barcelona

  • Jan-17-2023

    Munich

  • Jan-24-2023

    Madrid

  • Jan-31-2023

    Dubai

  • Feb-07-2023

    Dubai

  • Feb-20-2023

    Madrid

  • Feb-21-2023

    Istanbul

  • Feb-21-2023

    Paris

  • Feb-21-2023

    Barcelona

  • Feb-21-2023

    Munich

  • Feb-21-2023

    Munich

  • Feb-28-2023

    Madrid

  • Feb-28-2023

    Dubai

  • Mar-07-2023

    Dubai

  • Mar-20-2023

    Madrid

  • Mar-21-2023

    Paris

  • Mar-21-2023

    Barcelona

  • Mar-21-2023

    Munich

  • Mar-21-2023

    Munich

  • Mar-28-2023

    Madrid

  • Mar-28-2023

    Dubai

  • Apr-04-2023

    Dubai

  • Apr-18-2023

    Istanbul

  • Apr-25-2023

    Madrid

  • Apr-25-2023

    Dubai

  • May-09-2023

    Dubai

  • May-16-2023

    Istanbul

  • May-16-2023

    Paris

  • May-16-2023

    Barcelona

  • May-16-2023

    Munich

  • May-16-2023

    Munich

  • May-23-2023

    Madrid

  • May-30-2023

    Dubai

  • June-06-2023

    Dubai

  • June-20-2023

    Istanbul

  • June-20-2023

    Paris

  • June-20-2023

    Barcelona

  • June-20-2023

    Munich

  • June-27-2023

    Madrid

  • June-27-2023

    Dubai

Course Details

Course Outline

5 days course

 

Business development: overview and best practices
 
  • Business development: definition and scope
  • Account analysis and qualification: an overview
  • The new landscape of account management and BD
  • Understanding the buy-sell ladder model
  • Client classification: building an ideal client profile
  • Understanding and working the customer loyalty ladder

 

The business planning process
 
  • Using the STAR business planning process:
    • Strategic analysis
    • Targets and goals
    • Activities
    • Reality check
  • Conducting customer surveys to identify important service criteria
  • Preparing an account development plan
  • Building client chemistry with F.O.R.M.

 

Re-defining your processes for breakthrough results
 
  • Reviewing the selling process
    • The selling process
    • Functional product/service/company knowledge
    • Unique and distinctive selling points
    • The sales competitors analysis form
  • Re-engineering your team selling process to avoid mistaking motion for action
    • The value-added selling process
    • A simple framework for developing new business
    • Create and deploy weapons
    • Your best friend: the phone
    • Creating a client-centered code of conduct (DART model)
  • Designing and implementing key performance indicators
    • Creating a balanced scorecard (business performance audit)

 

Effective negotiation skills
 
  • The definition of negotiation
  • Some negotiation philosophies
  • The difference between persuading and negotiating
  • The five stages of the negotiation process
  • The critical rules of negotiation
  • The phases of the purchasing decision
  • Establishing relative importance of differentiators
  • Influencing decision criteria
  • Vulnerability analysis
  • Workshop: completing your negotiation plan

 

Building and leading the business development team
 
  • Stages in team formation
  • Building a high performance team
  • Defining team roles
  • The team motivation mix
  • Management versus leadership
  • Practices of exemplary leaders (industry practices)

 

Writing business proposals that sell
 
  • Writing a typical business proposal
  • Formatting tips and tricks for winning proposals
  • The process of developing successful project proposals
  • Workshop: creating your own project proposal

Course Video