How to Find And Win New Business

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

Re-defining your processes for breakthrough results

• Reviewing the selling process
• The selling process
• Functional product/service/company knowledge
• Unique/distinctive selling points
• The sales competitors analysis form
• Reengineering 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)

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 the relative importance of differentiators
• Influencing decision criteria
• Vulnerability analysis
• Workshop: completing your negotiation plan

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)

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