Certified Business Development Professional

Course Info

Date: Nov-27-2023

Length: 1 Week

City: London

Fees: 4,210

Type: In Classroom

the date is no longer available,
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Available Dates

  • Dec-04-2023

    London

  • Dec-26-2023

    London

  • Jan-15-2024

    London

  • Feb-19-2024

    London

  • Mar-18-2024

    London

  • Apr-15-2024

    London

  • May-20-2024

    London

  • June-17-2024

    London

  • July-15-2024

    London

  • Aug-19-2024

    London

  • Sep-16-2024

    London

  • Oct-21-2024

    London

  • Nov-18-2024

    London

  • Dec-16-2024

    London

Dates in Other Venues

  • Dec-11-2023

    Dubai

  • Dec-18-2023

    Istanbul

  • Dec-18-2023

    Kuala Lumpur

  • Dec-25-2023

    Istanbul

  • Dec-26-2023

    Paris

  • Jan-01-2024

    Istanbul

  • Jan-01-2024

    Kuala Lumpur

  • Jan-08-2024

    Paris

  • Jan-08-2024

    Singapore

  • Jan-15-2024

    Amsterdam

  • Jan-29-2024

    Dubai

  • Jan-29-2024

    Barcelona

  • Feb-05-2024

    Barcelona

  • Feb-05-2024

    Dubai

  • Feb-05-2024

    Kuala Lumpur

  • Feb-05-2024

    Istanbul

  • Feb-12-2024

    Singapore

  • Feb-12-2024

    Paris

  • Feb-19-2024

    Amsterdam

  • Mar-04-2024

    Istanbul

  • Mar-04-2024

    Kuala Lumpur

  • Mar-04-2024

    Dubai

  • Mar-04-2024

    Barcelona

  • Mar-11-2024

    Paris

  • Mar-11-2024

    Singapore

  • Mar-18-2024

    Amsterdam

  • Apr-01-2024

    Kuala Lumpur

  • Apr-01-2024

    Istanbul

  • Apr-08-2024

    Paris

  • Apr-08-2024

    Singapore

  • Apr-15-2024

    Amsterdam

  • Apr-29-2024

    Barcelona

  • Apr-29-2024

    Dubai

  • May-06-2024

    Dubai

  • May-06-2024

    Istanbul

  • May-06-2024

    Kuala Lumpur

  • May-06-2024

    Barcelona

  • May-13-2024

    Singapore

  • May-13-2024

    Paris

  • May-20-2024

    Amsterdam

  • June-03-2024

    Kuala Lumpur

  • June-03-2024

    Barcelona

  • June-03-2024

    Dubai

  • June-03-2024

    Istanbul

  • June-10-2024

    Singapore

  • June-10-2024

    Paris

  • June-17-2024

    Amsterdam

  • July-01-2024

    Istanbul

  • July-01-2024

    Kuala Lumpur

  • July-08-2024

    Paris

  • July-08-2024

    Singapore

  • July-15-2024

    Amsterdam

  • July-29-2024

    Dubai

  • July-29-2024

    Barcelona

  • Aug-05-2024

    Barcelona

  • Aug-05-2024

    Kuala Lumpur

  • Aug-05-2024

    Dubai

  • Aug-05-2024

    Istanbul

  • Aug-12-2024

    Singapore

  • Aug-12-2024

    Paris

  • Aug-19-2024

    Amsterdam

  • Sep-02-2024

    Kuala Lumpur

  • Sep-02-2024

    Istanbul

  • Sep-09-2024

    Singapore

  • Sep-09-2024

    Paris

  • Sep-16-2024

    Amsterdam

  • Sep-30-2024

    Dubai

  • Sep-30-2024

    Barcelona

  • Oct-07-2024

    Barcelona

  • Oct-07-2024

    Dubai

  • Oct-07-2024

    Istanbul

  • Oct-07-2024

    Kuala Lumpur

  • Oct-14-2024

    Singapore

  • Oct-14-2024

    Paris

  • Oct-21-2024

    Amsterdam

  • Nov-04-2024

    Dubai

  • Nov-04-2024

    Barcelona

  • Nov-04-2024

    Kuala Lumpur

  • Nov-04-2024

    Istanbul

  • Nov-11-2024

    Singapore

  • Nov-11-2024

    Paris

  • Nov-18-2024

    Amsterdam

  • Dec-02-2024

    Istanbul

  • Dec-02-2024

    Kuala Lumpur

  • Dec-09-2024

    Paris

  • Dec-09-2024

    Singapore

  • Dec-16-2024

    Amsterdam

  • Dec-30-2024

    Dubai

  • Dec-30-2024

    Barcelona

Course Details

Course Outline

5 days course

 

Business development: overview and best practices
 
  • 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

 

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.

 

Re-defining your processes for breakthrough results
 
  • Reviewing the selling process
    • The selling process
    • Functional product/service/company knowledge
    • Unique and distinctive selling points
    • The sales competitors analysis form
  • Re-engineering 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)

 

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

 

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)

 

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

Course Video