The Certified Business Development Professional course focuses on the tools and techniques required to develop new business. Without them, sales will stagnate and profits will drop. The course also addresses ways to maximize the company’s profitability by fostering relationships with potential players and key decision makers in the market.
YOU WILL LEARN HOW TO
In this training course, business development professionals will acquire what they need to create and implement promotional drives in order to spur the company’s market prospects and design cost effective yet innovative options to boost sales.
The course involves a variety of case studies and exercises to develop the right skills needed to become a successful business development professional. Group presentations and self assessment tools are also available for the same purpose.
IMPORTANT COURSE INFORMATION
By fully attending these course and successfully completing the requirements of the certifying body, participants will receive a special certificate (from the certifying body) which recognizes their dedication and commitment, and in many cases, help them earn valuable continuing education credit.
Course Outline
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
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
Module 2: 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
Module 3: Re-defining your processes for breakthrough results
Reviewing the selling process
The selling process
Functional product/service/company knowledge
Unique/distinctive selling points
The sales competitors’ analysis form
Reengineering 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)
Module 4: 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
Module 5: 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)
Module 6: 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
