The Certified Business Development Professional course focuses on the tools and techniques required to develop new business. Without them, sales will stagnate, and profit…
The Certified Business Development Professional course focuses on the tools and techniques required to develop new business. Without them, sales will stagnate, and profits will drop. The course also addresses ways to maximize the company's profitability by fostering relationships with potential players and key decision-makers in the market. By attending this course, business development professionals will acquire what they need to create and implement promotional drives to spur their company's market prospects and design cost-effective yet innovative options to boost sales.
Course Methodology
The course involves a variety of case studies and exercises to develop the 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 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 winning proposals to leverage business growth and optimize sales results
Target Audience
The course is ideal for sales reps, sales supervisors and managers, and account managers who would like to develop themselves professionally by seizing business opportunities and using them to improve personal management and showcase skills. The course also targets commercial professionals aspiring to consider every potential client as a challenge that will help their performance and careers.
Target Competencies
Account qualification
Customer relationship management
Sales negotiation
Business planning
Lead generation
Writing business proposals
Team building
Leadership best practices
Note
This course is also endorsed by the Institute of Sales Management (ISM).
Course Outline
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
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
Contract terms and conditions
Measuring proposal success
Schedule & Fees
2026 Schedule & Fees
There are no public sessions remaining for the course this year. Please contact us if you wish to have a customized in-house session, or to find out how an additional public session can be scheduled.