Certified Business Development Professional Training Course

INTRODUCTION

Business Development is necessary nowadays for businesses to achieve sustainable business growth. It focuses on creating long-term value rather than quick cash solutions. Even though different from, it may include Sales, as well as Strategy and Marketing.

The Certified Business Development Professional course focuses on the tools and techniques required to develop new business. Without them, sales will stagnate and profits will drop.

Certified Business Development Professional course also addresses ways to maximize the company's profitability by fostering relationships with potential players and key decision makers in the market. By attending this program, business development professionals will acquire what they need to create and implement promotional drives in order to spur the company's market prospects and design cost effective yet innovative options to boost sales.

OBJECTIVES

By the end of the Certified Business Development Professional course, participants will be able to:

Define the main functions and best practices in Business Development (BD)

Recognize the importance of re-defining 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 operations' effectiveness

Use leadership, negotiation and power proposals to leverage their business and lead the key account team

WHO SHOULD ATTEND ?

Certified Business Development Professional training course is ideal for

Sales reps, 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.

COURSE OUTLINE

Day 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

The business planning process

Using the STAR business planning process: Strategic analysis

Targets and goals

Activities

Reality check

Conducting customer surveys to identify important service criteria

Preparing an account development plan

Building client chemistry with F.O.R.M.

Day 2

Re-defining your processes for breakthrough results

Reviewing the selling process

The selling process

Functional product/service/company knowledge

Unique and distinctive selling points

The sales competitors analysis form

Re-engineering your team selling process to avoid mistaking motion for action

The value-added selling process

A simple framework for developing new business

Create and deploy weapons

Your best friend: the phone

Creating a client-centered code of conduct (DART model)

Designing and implementing key performance indicators

Creating a balanced scorecard (business performance audit)

Day 3

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

Day 4

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)

Day 5

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

IN-HOUSE TRAINING

LPC Training is capable of conducting this training programme exclusively for your delegates. Please e-mail us on admin@lpcentre.com for further information and/or to receive a comprehensive proposal.

DOCUMENTATION

High-Quality material has been prepared by the LPC team for distribution to delegates. In addition, a special note pad to facilitate note-taking will be provided.

CERTIFICATES

Accredited Certificate of completion will be issued to those who attend & successfully complete the programme.

SCHEDULE

Our Course timings commence at 09:00 and conclude at 13:00, followed by lunch on a daily basis.

REGISTRATION & PAYMENT

Please complete the registration form on the course page & return it to us indicating your preferred mode of payment. For Further Information, please get in touch with us.

CANCELLATION AND REFUND POLICY

Delegates have 14 days from the date of booking to cancel and receive a full refund or transfer to another date free of charge. If less than 14 days notice is given then we will be unable to refund or cancel the booking unless on medical grounds.

For more details about the Cancellation and Refund policy, please visit www.lpcentre.com/terms-and-conditions/

TRAVEL AND TRANSPORT

We are committed to picking up and dropping off the participants from the airport to the hotel and back.

CONTACT INFO

LONDON

47 49 Park Royal Road NW10 7LQ, London

T: +44 (0) 20 80 900 464

E: info@lpcentre.com

DUBAI Office 501 Clover Bay Tower, Business Bay

T: +971 4 421 4616

KUALA LUMPUR

No. 03-06-05, UOA Business Park, Jalan Pengaturcara U1/51A, Section U1, Kawasan Perindustrian Temasaya, 40150 Shah Alam, Selangor

T: +60 19-305 5694

www.lpcentre.com