Business Development Techniques
Who should attend?
This programme is designed for sales representatives, 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.
Duration
2 Days
Programme Overview


Objectives
  • Define the main functions and best practices in Business Development (BD)
  • Recognize the importance of redefining Business Processes to match the ever-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 operation's effectiveness
  • Use leadership, negotiation and power proposals to leverage their business and lead the Key Account Team
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 Outline

Module 1: 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

Module 2: The Strategic Brand Management Process

  • Using the STAR business planning process
                        (a) Strategic analysis
                        (b) Targets and goals
                        (c) Activities
                        (d) Reality check
  • Conducting customer surveys to identify important service criteria
  • Preparing an account development plan
  • Building client chemistry with F.O.R.M

Module 3: Re-defining your Processes for Breakthrough Results

  • Reviewing the selling process
                     (a) The selling process
                     (b) Functional product/service/company knowledge
                     (c) Unique and distinctive selling points
                     (d) The sales competitors analysis form
  • Re-engineering your team selling process to avoid mistaking motion for action
                    (a) The value-added selling process
                    (b) A simple framework for developing new business
                    (c) Create and deploy weapons
                    (d) Your best friend: the phone
                    (e) Creating a client-centred code of conduct (DART model)
  • Designing and implementing key performance indicators

                   (a) Creating a balanced scorecard (business performance audit)

Module 4: 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

Module 5: 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)

Module 6: 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







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