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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:
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Define the main functions and best practices in Business Development (BD).
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Recognize the importance of business planning to match the ever-changing market and customer requirements.
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Use negotiation skills to produce clear sales and marketing differentiators to neutralize competition.
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Build and lead a high-performing business development team to seize business opportunities effectively.
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Write winning proposals to leverage business growth and optimize sales results.
Targeted Audience:
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Sales professionals aiming to enhance their business development acumen.
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Marketing executives seeking to expand their strategic business capabilities.
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Entrepreneurs and business owners looking to grow their ventures through effective development strategies.
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Business development managers and personnel responsible for driving growth within their organizations.
Program Outline:
Unit 1:
Business Development: Overview and Best Practices:
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Definition and scope of Business Development.
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Overview of account analysis and qualification.
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Understanding the buy-sell ladder model.
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Understanding and working the customer loyalty ladder.
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Building client chemistry with F.O.R.M.
Unit 2:
The Business Planning Process USING Using the S.T.A.R. :
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Strategic analysis.
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Targets and goals.
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Activities.
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Reality check.
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Conducting customer surveys.
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Preparing an account development plan.
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Developing and implementing Key Performance Indicators (KPIs).
Unit 3:
Effective Negotiation Skills:
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The definition of negotiation.
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Some negotiation philosophies.
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The difference between persuading and negotiating.
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The five stages of the negotiation process.
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The critical rules of negotiation.
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Negotiating in a selling context.
Unit4:
Building and Leading the Business Development Team:
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Stages in team formation.
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Defining team roles.
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Leadership principles and concepts.
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The five practices of exemplary leaders.
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The team motivation mix.
Unit 5:
Writing a typical business proposal:
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Formatting tips and tricks for winning proposals.
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The process of developing successful project proposals.
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Contract terms and conditions.
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Measuring proposal success.