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)
- Advanced Tools and Trends: Participants explore cutting-edge BD practices, including digital transformation, CRM systems, AI applications, and sustainability-focused strategies.
- Cross-Cultural BD: Training on adapting negotiation and sales techniques for international markets by understanding cultural differences.
- Role-Playing and Scenarios: Hands-on simulations of complex negotiations and crafting winning proposals for client-specific objectives.
- Strategic Case Study: Participants analyze and solve a real-world business problem, focusing on account analysis, client profiling, and loyalty strategies.
- Proposal and Plan Development: Teams create a STAR-based business development plan and a tailored proposal for a mock client.
- Presentation and Feedback: Strategies and proposals are presented to a panel for critique and refinement, encouraging collaborative learning.
