Introduction:

Business development is an institutional function that supports organizational growth through structured planning, stakeholder engagement, and relationship management. It relies on analytical models, communication strategies, and performance systems to identify opportunities and align client relationships with organizational objectives. This training program introduces frameworks for business planning, negotiation structure, team leadership, and proposal development. It emphasizes institutional approaches to sustaining long term client value and driving measurable business outcomes.

Program Objectives:

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

Identify the structural scope and models of institutional business development.
Utilize planning systems using goal setting, analysis, and key performance indicators.
Evaluate negotiation structures and their integration into business development processes.
Use leadership models for building and managing business development teams.
Explore institutional frameworks for proposal development and performance review.

Targeted Audience:

Business development managers and executives.
Strategic account planners and sales professionals.
Client relationship and commercial teams.
Marketing and proposal coordinators.
Professionals responsible for business growth and opportunity planning.

Program Outline:

Unit 1:

Business Development:

Definition and institutional scope of business development functions.
Account analysis and client qualification models.
Buy-sell ladder and its strategic relevance in client engagement.
Customer loyalty models and structured relationship mapping.
Institutional techniques for building rapport using the F.O.R.M. model.

Unit 2:

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

Strategic analysis frameworks for market and client assessment.
Key steps used for structuring targets, measurable objectives, and performance outcomes.
Activity alignment models for business growth planning.
Reality check methods for validating assumptions and strategies.
Frameworks for developing account plans and KPI linked evaluation structures.

Unit 3:

Effective Negotiation Skills:

Institutional definitions and contexts of negotiation.
Philosophical frameworks guiding negotiation structures.
Differentiation between influence, persuasion, and negotiation models.
Five stage negotiation process used in business development.
Structural rules and considerations for negotiating in client interactions.

Unit 4:

Building and Leading the Business Development Team:

Models outlining team formation and development phases.
Role definitions and functional clarity within business development units.
Institutional leadership concepts supporting business development functions.
Frameworks derived from the five practices of exemplary leadership.
Structural components of team motivation and role based engagement.

Unit 5:

Structuring Business Proposals:

Institutional standards for proposal formatting and document structure.
Process models for developing comprehensive project proposals.
Frameworks for including contractual elements and condition frameworks.
Systems for measuring proposal effectiveness and client fit.
Alignment of proposal development with organizational strategy and compliance.

Professional Business Development Skills