OVERVIEW
Business Development (BD) comprises a number of tasks and processes aimed at developing and implementing growth opportunities within and between organisations. It also involves the creation of long-term value for an organisation, ranging from customers, markets, and relationships. In other words, Business Development is primarily a relationship development and intelligence gathering process. This course will help its participants understand the rudiments of business development and how to succeed at every stage of the business development cycle, from outreach to developing and formalizing partnerships.
WHO TO ATTEND
Business Development Managers, Business Development Executives, Marketing Executives, Sales Professionals, Project Managers, Entrepreneurs and anyone who wants to have the knowledge/skills of BD.
OBJECTIVES
At the end of the course, participants will be able to:
- Learn the basis of a common BD language and culture
- Acquire the competencies necessary to become a Business Development Professional
- Learn how to gather the intelligence necessary to identify and disqualify unprofitable opportunities in business
- Identify the proactive steps towards effective client engagement
- Know the difference between strategic and organic business development
- Understand the difference between goal and purpose-driven business development
- Learn the basics of utilising interpersonal human psychology to understand yourself and your clients
- Identify the significance and interaction of the Intel Funnel and the Opportunity Pipeline
- Learn the critical “flight gauges” of BD and how to read and respond appropriately to prospects’ behaviour.
OUTLINE
- Meeting Preparation: Research & Collateral
- Understanding & Fulfilling Customer Expectations
- Negotiation Skills in BD
- Developing Entrepreneurship in business
- Maintaining Existing Accounts/Clientele
- Designing Sales & Marketing Strategies
- Organising Business Events
- Understanding Business Environment
- Contracts & Proposals
- Partnerships in BD
- Identifying New Customers
- Planning Sales & Marketing Strategies
- Tender/Proposal Preparation in BD
- Preparing an Action Plan.