COMPETITIVE BUSINESS DEVELOPMENT TRAINING

The competitive, client-driven global marketplace is increasingly calling for both technical product knowledge and sophisticated selling and presentation skills. There exists a demanding need for business development professionals to differentiate themselves in today's environment in order to begin the process of long-term relationship building which is the foundation of success.

CRITICAL FACTORS ASSOCIATED WITH SUCCESSFUL BUSINESS DEVELOPMENT RELATIONSHIPS

The successful development of business relationships is distinguished by several critical factors:

Development of long-term, consultative relationships with clients

Consistent and accurate identification of client needs and sensitivity to changes in those needs over time

Adequate preparation for interactions with clients (phone calls, informal and formal meetings, presentations)

• Clarifying objectives
• Calling on extensive market knowledge to fully explore alternatives
• Identifying and marshaling the full range of resources required

Superior execution of business development calls and presentations

• Clear purpose
• Roles of team members - complementary and coordinated
• Ability to change direction based on shifts in client needs, attitudes, or goals
• Follow up and future actions