Understanding business development best practices:

• Understanding Account analysis and qualification.
• What is The new landscape of account management and BD?
• Laddering: an effective buying and selling strategy.
• How to classify your clients?
• Your Guide to build and ideal Client profile.
• Customer loyalty culture: an extraordinary methodology to maximize your image and profits.

Tips and tricks of Business Planning:

• How to conduct customer surveys to identify your important service criteria?

• Strategic analysis
• Targets and goals
• Activities

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• Preparing an account development plan
• Building client chemistry with F.O.R.M.

Re-engineering selling process:

• How to review your business selling process?
• Understand Functional product/service
• Define unique selling points
• Use the sales competitors’ analysis form
• Understand and apply the value-added selling process
• Understand the selling process’s best tools.
• Creating a client-centered code of conduct (DART model)
• Assess and develop the selling process using key performance indicators
• Creating a balanced scorecard (business performance audit)

Tips and tricks of writing the best business proposal:

• What is a Proposal?
• Proposal Categories (Solicited and Unsolicited)
• How to write a typical Business proposal?
• Model for Writing Proposals

The process of developing successful project proposals

• Grant Proposals
• The Stop Format

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

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