BUSINESS DEVELOPMENT MASTERCLASS
RATIONALE
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.
The Business Developer is concerned with the analytical preparation of potential growth opportunities for an organisation as well as supports and monitors of its implementation. BD professionals oftentimes have had earlier experience in sales, financial services, investment banking or management consulting; although some find their route to this area by climbing the corporate ladder through functions such as operations management. However, it is necessary to acquire the competencies needed in becoming a Business Development Professional including the thinking, behaviour and skills for proactive client engagement as well as revenue generation. Therefore, 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.
LEARNING OBJECTIVES:
Personality Assessment Test: We conduct Personality Assessment Test on all our Course participants to help them understand their personality traits and dispositions.
At the end of the workshop, participants in addition, 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
COURSE CONTENT
- Meeting Preparation: Research & Collateral
- Understanding Business Environment
- Understanding & Fulfilling Customer Expectations
- Contracts & Proposals
- Negotiation Skills in BD
- Partnerships in BD
- Developing Entrepreneurship in business
- Identifying New Customers
- Maintaining Existing Accounts/Clientele
- Planning Sales & Marketing Strategies
- Designing Sales & Marketing Strategies
- Tender/Proposal Preparation in BD
- Organising Business Events
- Preparing an Action Plan.
TARGET AUDIENCE:
Business Development Managers, Business Development Executives, Marketing Executives, Sales Professionals, Project Managers, Entrepreneurs and anyone who wants to have the knowledge/skills of BD.