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Certified Marketing Professional

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Certified Business Development Professional

Introduction

This practical training program is designed with:

  • 16 hours training 
  • 03 months one-on-one coaching
  • Examination

 

 

 

How you will benefit

By the end of the program, participants will be able to:
  • Define the main functions and best practices in Business Development.
  • 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 KPIs to measure their operations’ effectiveness.
  • Use leadership, negotiation and power proposals to leverage their business and lead the national key account team. 

Who should attend

Marketing and Sales professionals, business development managers, key account executives, and sales managers who need to respond to customer, team, and company ever changing needs. It is also directed towards company personnel who would like to become more powerful decision makers through advanced market and business development training. 

What you will cover

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 Business Planning Process

  • Using the STAR Business Planning Process:
    • Strategic Analysis
    • Targets and Goals
    • Activities
    • Reality Check
  • Identifying and Taking Advantage of Untapped Opportunities 
  • 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
  • Reengineering your Team Selling Process to Avoid Mistaking Motion for Action
  • Identifying your Unique Selling Propositions (USPs) and Distinctive Selling Points (DSPs)
  • Creating a Competitive Analysis Matrix Using USP and DSP to Neutralize Competition
  • Activating your Business Development Actions 
  • Establishing a Client-Centered Code of Conduct (DART Model)
  • Designing and Implementing Key Performance Indicators
  • Creating a Balanced Scorecard (Business Performance Audit)

Module 4: Effective Negotiation Skills

  • The Definition of Negotiation
  • The Difference Between Persuading and Negotiating
  • The Negotiation Process
  • The Phases of the Purchasing Decision
  • Influencing Decision Criteria
  • Effective Concession Management During Negotiation
  • Completing your Negotiation Plan

Module 5: Building and Leading the National 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)

Writing Business Proposals that Sell

  • Writing a Typical Business Proposal
  • Formatting Tips and Tricks for Winning Proposals
  • Creating your Own Proposal Template Using a Suggested Proposal Format Guide
Study Time

This practical training program is designed with:

16 hours training - 2 days

Schedule

Ho Chi Minh
4,500 $
11 Nov & 12 Nov 2021
London
4,500 $
18 Jan & 19 Jan 2022
Paris
4,500 $
23 Feb & 24 Feb 2022
New York City
4,500 $
11 Jun & 12 Jun 2022