Course Methodology

The course involves a variety of case studies and exercises to develop the right skills needed

to become a successful business development professional. Group presentations and self-

assessment tools are also available for the same purpose.

Course Objectives

By the end of the 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 KPIs to measure their operations’ effectiveness
• Use leadership, negotiation, and power proposals to leverage their business and lead the key account team

Target Audience

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.

Target Competencies

• Account qualification
• Customer relationship management
• Re-engineering of commercial processes
• Customer service
• Marketing of products and services
• Business planning
• Lead generation
• Writing business proposals