Certified Business Development professional

Part 1: 

Business Development: Overview and Best Practices

• Gain a comprehensive understanding of business development, its definition, and scope.
• Explore the essentials of account analysis and the qualification process.
• Understand the evolving role of account management in today’s business development environment.
• Learn the stages of the buy-sell ladder and how to navigate them effectively.
• Discover how to classify clients and build an ideal client profile to target the right opportunities.
• Gain insights into the customer loyalty ladder and how to work it to foster long-term client relationships.

Business Planning and Strategy

• Understand the key steps in developing a business plan for sustainable growth.
• Using the STAR Business Planning Process:
• Strategic Analysis: Analyze the market and your position.
• Targets and Goals: Set clear targets and business goals.
• Activities: Identify key activities to drive success.
• Reality Check: Ensure your plan is practical and achievable.

• Learn how to gather valuable insights through customer surveys to shape your service offering.
• Master the process of creating an account development plan that drives growth.
• Learn how to build strong, personal client relationships using the F.O.R.M. (Family, Occupation, Recreation, Motivation) method.

Part 2:  

Re-defining Your Processes for Breakthrough Results

• Review the selling process to sharpen your approach and highlight key differentiators.
• Deepen your understanding of your product, service, and company to enhance your competitive edge.
• Identify unique selling points that distinguish your offering in the marketplace.
• Analyze your competitors using the sales competitor analysis form for a winning strategy.
• Re-engineer your team’s selling process to focus on results, avoiding actions that don’t lead to outcomes.
• Adopt a value-added selling process to create meaningful client relationships.
• Implement a simple framework for driving new business and seizing fresh opportunities.
• Utilize your most effective sales tool—the phone—to build connections and close deals.
• Establish a client-centered code of conduct based on the DART model to align with customer needs.



Part 3: 

Effective Negotiation Skills

• Unlock the true meaning of negotiation and its pivotal role in achieving business success.
• Explore powerful negotiation philosophies that shape effective strategies.
• Differentiate between persuading and negotiating to sharpen your communication approach.
• Navigate through the five stages of the negotiation process with confidence and precision.
• Discover the critical rules that underpin successful negotiations and ensure lasting outcomes.
• Decode the phases of the purchasing decision and learn how to influence them to your advantage.
• Learn how to identify and prioritize key differentiators that set your offering apart.
• Master the art of shaping decision criteria to align with your desired outcome.
• Conduct a vulnerability analysis to uncover potential risks and prepare for challenges.

Part 4: 

Building and Leading the Business Development Team

• Explore the stages of team formation and learn how to build a cohesive, high-performing team.
• Discover the key elements for creating a powerhouse team that drives business growth.
• Understand the importance of clearly defining team roles for optimal collaboration and success.
• Dive into the team motivation mix and learn how to inspire peak performance and commitment.
• Uncover the difference between management and leadership, and how to balance both for effective team guidance.

Part 5: 

Advanced Tools and Trends: 

• Explore cutting-edge BD practices:
• Digital transformation
• CRM systems
• AI applications
• Sustainability-focused strategies.



• Adapt your negotiation and sales techniques for international markets and understand cultural differences.
• Understand how to conduct critique and refinement to ensure the best results
• Develop a balanced scorecard to audit your business performance and ensure consistent growth.
• Key methods to evaluate business development through key performance indicators (KPIs)