Certified Business Development Professional

Re-defining your processes for breakthrough results

• Reviewing the selling process

1. The selling process
2. Functional product/service/company knowledge
3. Unique and distinctive selling points
4. The sales competitors analysis form

• Re-engineering your team selling process to avoid mistaking motion for action

1. The value-added selling process
2. A simple framework for developing new business
3. Create and deploy weapons
4. Your best friend: the phone
5. Creating a client-centered code of conduct (DART model)

• Designing and implementing key performance indicators

1. 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