Certified Business Development Professional

Course Date

2 - 6 October 2023
Istanbul
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16 - 20 October 2023
Geneva
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20 - 24 November 2023
Dublin
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4 - 8 December 2023
London
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11 - 15 December 2023
Munich
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18 - 22 December 2023
Amsterdam
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25 - 29 December 2023
Frankfurt
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Course content

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Why Attend
 

The Certified Business Development Professional course focuses on the tools and techniques required to develop new business. Without them, sales will stagnate and profits will drop. The course also addresses ways to maximize the company's profitability by fostering relationships with potential players and key decision makers in the market. By attending this program, business development professionals will acquire what they need to create and implement promotional drives in order to spur the company's market prospects and design cost effectiveyet innovative options to boost sales.

 
Course Methodology

 

The course involves a variety of case studies and exercises to develop the right 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 re-defining business processes to match theever changing market and customer requirements
  • Produce clear sales and marketing differentiators to neutralize competition (value-based proposition)
  • Design and use financial ratios and Key Performance Indicators (KPIs) to measure their operations' effectiveness
  • Use leadership, negotiation and power proposals to leverage their business and lead the key account team
 
Target Audience

 

Sales reps, sales supervisors and managers, and account managers who would like to professionally develop themselves by seizing business opportunities and using them to improve personal management and showcasing skills. The course also targets commercial professionals aspiring to consider every potential client as a challenge that will help their performance and their careers.

 
Target Competencies
  •  
  • Account qualification
  • Customer relationship management
  • Re-engineering of commercial processes
  • Customer service
  • Marketing of products and services
  • Business planning
  • Lead generation
  • Writing business proposals

 

 

Course outline

 

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.

 

Re-defining your processes for breakthrough results

 

Reviewing the selling process

The selling process

Functional product/service/company knowledge

Unique and distinctive selling points

The sales competitors analysis form

Re-engineering your team selling process to avoid mistaking motion for action

The value-added selling process

A simple framework for developing new business

Create and deploy weapons

Your best friend: the phone

Creating a client-centered code of conduct (DART model)

Designing and implementing key performance indicators

Creating a balanced scorecard (business performance audit)

 

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)

 

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




United Kingdom

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EC1N 8LE
London
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Monday to Friday

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Haarlem , 2031BP
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Georgia

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Building 7, Apt. N22
+995 706 070161
info@informatech.co.uk
07:30 – 19:00
Monday to Friday