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Certified Business Development Professional

Course Overview

Developing new business is a challenging role, and this course is here to empower you with all the tools and techniques you need to overcome obstacles, boost the company’s profitability, and foster impactful relationships with key market players and key decision-makers.

Enroll to become a Certified Business Development Professional and discover innovative, cost-effective strategies to boost sales, create and implement promotional campaigns, and ignite the company’s potential.

Who Should Attend

  • Sales reps
  • Sales supervisors and managers
  • Account managers who would like to professionally develop themselves by seizing business opportunities and using them to improve personal management and showcasing skills.
  • Commercial professionals aspiring to consider every potential client as a challenge that will help their performance and careers.

Course Objectives

At the end of this course, participants will be able to:

  • Define the main functions and best practices in Business Development (BD)
  • Recognize the importance of business planning to match the ever-changing market and customer requirements
  • Use negotiation skills to produce clear sales and marketing differentiators to neutralize competition
  • Build and lead a high-performing business development team to seize business opportunities effectively
  • Write power proposals to leverage business growth and optimize sales results

Course Content

Business Development: Overview and Best Practices

  • Definition and scope of business development
  • Overview of account analysis and qualification
  • Understanding the buy-sell ladder model
  • Understanding and working the customer loyalty ladder
  • Building client chemistry with F.O.R.M.

The Business Planning Process

  • Using the S.T.A.R. business planning process:
    • Strategic analysis
    • Targets and goals
    • Activities
    • Reality check
  • Conducting customer surveys
  • Preparing an account development plan
  • Developing and implementing Key Performance Indicators (KPIs)

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
  • Negotiating in a selling context
  • Workshop: Completing your negotiation plan

Building and Leading the Business Development Team

  • Stages in team formation
  • Defining team roles
  • Leadership principles and concepts
  • The five practices of exemplary leaders®
  • The team motivation mix

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 project proposal

Table of Contents

Course Code DU0510 Category
Location: Dubai, UAE
Duration: 5 Days
Language: English
Cost: 15,770 SAR
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