• Understanding the Be-Know-Do Competencies of Business Development
• Why Leadership, Character, Mission, Principle & Ethics is Critical in BD
• Why a Healthy Self-Worth & Self-Identity is Critical in the Role of BD
• Why You Must be Purpose Driven to Succeed in Client Engagement
• How to Apply an Understanding of Behavioral Psychology to Better Understand the
Client
• Overcome Your Psychological Limitations in the BD Role
• Learn How & Why People Buy
* HELP OR QUESTIONS? (704) 553-0000

 

• Is your Existing BD Process, Proactive, Reactive or Non-Existent?
• Why a Proactive BD Process Allows You to Be in Control
• Understanding the Early Shaping Components of a Proactive Government Services
BD Process
• How to Qualify or Disqualify Opportunities Early Based on HUMINT® vs. Data
• Why Having a Credible Intel Funnel is Critical to Having a Robust Revenue Pipeline
• Importance of Mapping the HUMINT® Client Engagement Process to your Internal
BD Process
* HELP OR QUESTIONS? (704) 553-0000
 

• Introduction to the HUMINT® Based Client Engagement Process (CEP)
• A Disciplined Process for Evaluating an Opportunity
• How to Develop an Intel Gathering Plan & Importance of Preparing for the Initial Call
• Learn to Be Purpose Focused During the Initial Call
• Why You Need to Practice, Drill and Rehearse
• How to Establish Credibility and Trust with the Client
• Psychologically How to Relate to the Prospect from Their Perspective
• How to Establish a Win-Win Conversation Early in the Relationship
* HELP OR QUESTIONS? (704) 553-0000
 

• Mastering the Art & Science of Conducting a Client Interview
• Guidelines for Conducting a Diagnostic “Pain” Interview
• Learn the Questioning & Listening Skills Necessary to Understand the Client’s
Challenges
• Understanding Socratic Dialogue & Allowing the Prospect to be the Source of
Information
• Gathering Important Financial and Decision-Making Criteria
• Shaping the Opportunity to Prepare a Credible Presentation
• Multiple Role-Play Simulations based on Student Challenges
* HELP OR QUESTIONS? (704) 553-0000