Professional Business Development Skills

Overview:

Introduction:

This Professional Business Development Skills training program equips participants with essential skills for fostering business growth and success. Through a blend of theoretical learning and practical exercises, attendees learn to identify opportunities, build strategic relationships, and implement effective business development strategies.

Program Objectives:

At the end of this program, participants will be able to:

• Define the main functions and best practices in Business Development (BD).

• Recognize the importance of business planning to match the ever-changing market and customer requirements.

• Use negotiation skills to produce clear sales and marketing differentiators to neutralize competition.

• Build and lead a high-performing business development team to seize business opportunities effectively.

• Write winning proposals to leverage business growth and optimize sales results.

Targeted Audience:

• Sales professionals aiming to enhance their business development acumen.

• Marketing executives seeking to expand their strategic business capabilities.

• Entrepreneurs and business owners looking to grow their ventures through effective development strategies.

• Business development managers and personnel responsible for driving growth within their organizations.

Program Outline:

Unit 1:

Business Development: Overview and Best Practices:

• Definition and scope of Business Development.

• Overview of account analysis and qualification.

• Understanding the buy-sell ladder model.

• Understanding and working the customer loyalty ladder.

• Building client chemistry with F.O.R.M.

Unit 2:

The Business Planning Process USING Using the S.T.A.R. :

• Strategic analysis.

• Targets and goals.

• Activities.

• Reality check.

• Conducting customer surveys.

• Preparing an account development plan.

• Developing and implementing Key Performance Indicators (KPIs).

Unit 3:

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.

• Negotiating in a selling context.

Unit4: 

Building and Leading the Business Development Team:

• Stages in team formation.

• Defining team roles.

• Leadership principles and concepts.

• The five practices of exemplary leaders.

• The team motivation mix.

Unit 5: 

Writing a typical business proposal:

• Formatting tips and tricks for winning proposals.

• The process of developing successful project proposals.

• Contract terms and conditions.

• Measuring proposal success.