Certified Business Development Professional
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INTRODUCTION
The course involves a variety of case studies and exercises to develop the skills needed to become a successful business development professional. Group presentations and self-assessment tools are also available for the same purpose.
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COURSE OBJECTIVES
By the end of the course, you‘ll 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.
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COURSE AUDIENCE
This course is made for
- Account qualification,
- Customer relationship management,
- Sales negotiation,
- Business planning,
- Lead generation,
- Writing business proposals,
- Team building
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COURSE OUTLINE
Day One
- Overview of account analysis and qualification
- Understanding the buy-sell ladder model
- Understanding and working the customer loyalty ladder
Day Two
- Strategic analysis
- Targets and goals
- Conducting customer surveys
- Preparing an account development plan
- Developing and implementing Key Performance Indicators (KPIs)
Day Three
- Some negotiation philosophies
- The difference between persuading and negotiating
- The five stages of the negotiation process
- The critical rules of negotiation
Day Four
- Defining team roles
- Leadership principles and concepts
- The five practices of exemplary leaders®
Day Five
- Writing a typical business proposal
- Formatting tips and tricks for winning proposals
- The process of developing successful project proposals
- Contract terms and conditions
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