Certified Business Development Professional

Course Info

Date: Dec-02-2024

Length: 1 Week

City: London

Fees: 4,310

Type: In Classroom

Available Dates

  • Dec-02-2024

    London

  • Dec-30-2024

    London

Dates in Other Venues

  • Dec-02-2024

    Amsterdam

  • Dec-09-2024

    Kuala Lumpur

  • Dec-09-2024

    Istanbul

  • Dec-16-2024

    Singapore

  • Dec-16-2024

    Paris

  • Dec-23-2024

    Barcelona

  • Dec-23-2024

    Amsterdam

  • Dec-30-2024

    Dubai

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.

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

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)
  • Advanced Tools and Trends: Participants explore cutting-edge BD practices, including digital transformation, CRM systems, AI applications, and sustainability-focused strategies.
  • Cross-Cultural BD: Training on adapting negotiation and sales techniques for international markets by understanding cultural differences.
  • Role-Playing and Scenarios: Hands-on simulations of complex negotiations and crafting winning proposals for client-specific objectives.
  • Strategic Case Study: Participants analyze and solve a real-world business problem, focusing on account analysis, client profiling, and loyalty strategies.
  • Proposal and Plan Development: Teams create a STAR-based business development plan and a tailored proposal for a mock client.
  • Presentation and Feedback: Strategies and proposals are presented to a panel for critique and refinement, encouraging collaborative learning.

Course Video