ISM Endorsed Certified Business Development Professional
5 DaysISM Endorsed Certified Business Development Professional
Course Methodology
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.
Course Objectives
By the end of the course, 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
Target Audience
The course is ideal for sales reps, sales supervisors and managers, and account managers who would like to develop themselves professionally by seizing business opportunities and using them to improve personal management and showcase skills. The course also targets commercial professionals aspiring to consider every potential client as a challenge that will help their performance and careers.
Target Competencies
- Account qualification
- Customer relationship management
- Sales negotiation
- Business planning
- Lead generation
- Writing business proposals
- Team building
- Leadership best practices
Course Outline
- 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.
- The Business Planning Process
- Using the S.T.A.R. business planning process:
- Strategic analysis
- Targets and goals
- Activities
- Reality check
- Conducting customer surveys
- Preparing an account development plan
- Developing and implementing Key Performance Indicators (KPIs)
- Using the S.T.A.R. business planning process:
- 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
- Writing Business Proposals That Sell
- 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
Mawred Certificate
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Classroom Schedule
Virtual Schedule
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