Euro-training Center
 Professional Business Development Skills M2209 QR Code
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Professional Business Development Skills




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.


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.

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