Virtual | June 13 & 15 and Jun 20 & 22, 2023

This four-session interactive, participant-centered workshop introduces the MBDi Business Development Process, with its early shaping Opportunity Identification & Qualification component and the proprietary MBDi HUMINT® Client Engagement Process (CEP). This program guides participants through a series of planning phases and teaches them techniques and dialogue skills needed to change their thinking, behavior, and how they engage prospects and clients within the role of business development.

Business Development is primarily a relationship development and intelligence gathering process. Participants will learn how to leverage the principles of behavioral psychology to identify valid prospects and pipeline opportunities, effectively qualify them and develop win-win business relationships for their organizations, their clients and themselves.

This course fosters participants’ understanding of the critical thinking and skills that enable success in any business, project or technical systems engineering role. This course is for professionals responsible for revenue growth and technical resources who struggle with any of the following challenges:

• Concerned about new business growth and consistently feeding the sales pipeline
• Worried about a revenue plateau or shrinking market share
• Ineffective Opportunity Identification and Qualification (OI&Q) of unprofitable opportunities before investing bid and proposal funds or resources
• Inability to develop organic program growth and secure follow-on business
• Difficulty understanding the needs of the customer and successfully managing work scope
• Frustrated when internal stakeholders are misaligned during business or program reviews
• Difficulty constructing a meaningful dialogue needed to elevate your Pwin
• Anxious about the lack of customer intelligence needed for internal decision making
• Pushing capabilities briefings and solutions instead of gathering Human Intelligence (HUMINT®) that can shape customer requirements.
• Poor understanding of behavioral psychology and how enhanced dialogue skills improves your perspective of the customer’s real challenges

Upon completion of the program, participants will have the thinking, skills, and discipline needed to:

• Know and understand what specific pains you solve for technical stakeholders and customers
• Establish the upfront rules, rights and responsibilities of the relationship
• Recognize and overcome mechanical and conceptual limitations preventing you from achieving success
• Use the disciplined 4-Phase MBDⁱ HUMINT® Client Engagement Process
• Conduct a diagnostic “pain” interview to uncover stakeholders and clients core issues and requirements
• Learn how to “rack and stack” data, intel and validated Human Intelligence (HUMINT®)
• Get beyond personality driven transactions and focus on a more structured dialogue with defined outcomes
• Know how and where to intelligently allocate resources to resolve client pains
• Qualify and disqualify prospects and high-stakes opportunities early

Are you in need of education PDUs to maintain your PMP^®, PgMP^®, PfMP^®, PMI-PBA^®   Certification? Members of PMI may claim 1 PDU per hour of class time.

 * You may manually claim PDUs as training or “Courses from other third-party providers” by visiting the online Continuing Certification Renewal System (CCRS) portal.

NDIA has a policy of strict compliance with federal and state antitrust laws. The antitrust laws prohibit competitors from engaging in actions that could result in an unreasonable restraint of trade. Consequently, NDIA members must avoid discussing certain topics when they are together – both at formal association membership, board, committee, and other meetings and in informal contacts with other industry members: prices, fees, rates, profit margins, or other terms or conditions of sale (including allowances, credit terms, and warranties); allocation of markets or customers or division of territories; or refusals to deal with or boycotts of suppliers, customers or other third parties, or topics that may lead participants not to deal with a particular supplier, customer or third party.

Workshop Length: 4 sessions across two weeks (two days each week), 3 hours each day.

Note: The government rate for this course is the same as the NDIA member rate. If you work in the government, please contact Chris Sax at csax@ndia.org. 

Contact

Chris Sax

(703) 247-2571

csax@ndia.org