Client Engagement Process

Just Because You Have a Client Engagement Process Doesn’t Mean It’s Working

Knowing “What” to Do is One Thing. Knowing “How” to Do It is Another.

Most organizations have well-documented policies and processes detailing what to do in each phase of their Business Development process. The vast majority, however, lack the “how to” component of client interaction and a purpose-driven Client Engagement Process.

If you are unsure if your team knows “how” to use your existing Client Engagement Process, we can assist you with our Educational Needs Assessment. Our experienced consultants will evaluate your BD organization’s structure, documentation, and execution of your Client Engagement Process. If you know your team lacks the understanding of “how” to proactively build long-term relationships with clients, how to identify and shape opportunities early, or how to gather the right intelligence, we offer our Mastering the Client Engagement Process workshop.

What risks does this pose to your organization?

  • Frustrated customers resulting in loss of existing contracts
  • Low win rates due to not fully understanding customers’ needs
  • Wasted time and financial resources pursuing “bad” opportunities
  • Concern about the validity of opportunities in the current pipeline and ability to forecast accurately
  • Missed opportunities resulting from failure to uncover customers’ future needs and preparing for them

Course Overview:

This course will enhance your understanding of how to proactively engage with customers to develop long-term relationships. This is essential in identifying and shaping opportunities early and gathering the required intelligence.


The 2-day MBD Implementation Series workshops build upon the broad range of material covered in your initial MBDi training. By focusing on one core content area and utilizing role playing, individual exercises, peer coaching and other interactive activities we provide you an in-depth understanding of the material and the reinforcement necessary to fully internalize and master the content.

Learning Objectives

  • Develop an in-depth understanding of the 4-Phases of the Client Engagement Process
  • Know and understand what specific pains you solve for prospects
  • Learn how to develop a script that will uncover the client’s core issues
  • Learn how to “rack and stack” data, intel and validated human intelligence (HUMINT®)
  • Learn how to base your pursuit decisions on validated human intelligence
  • Develop an understanding of how to use a Client Engagement Process to get beyond a personality driven client call
  • Learn how and where to intelligently invest B&P funds in opportunity pursuits

Upon completion of the course, participants should be able to:

  • Define and agree on opportunity criteria
  • Complete an intel gathering plan
  • Develop a proactive call plan
  • Develop and execute a call script
  • Develop interview questions
  • Use questioning skills (Socratic questioning, negative reversing, etc.
  • Conduct a diagnostic pain interview to enhance your intel gathering
  • Integrate all of the above into an efficient and effective Client Engagement Process

View Business Development Training Workshop Dates and Registration Details