Leadership and Management
Professional Business Development Skills
Overview:
Introduction:
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.
Unit4:
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.