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Guaranteeing Revenue Results

$1,995.00

Introduction
In the current market of declining budgets and increased competition, there is more pressure than ever on BD leaders to achieve the organization revenue results. Given that there are is no  “factory” graduating qualified BD managers, sales representatives, capture managers, and proposal managers, it’s up to the senior-level BD leaders to identify, hire and retain the most qualified personnel.  They also need to ensure that their BD personnel are innovative and capable of meeting the competitive challenges that they are going to face in this market.
The Guaranteeing Revenue Results® Workshop is specifically designed for Business Development Leaders responsible for revenue growth within government contractor organizations. This 2-day program has been developed with the input of experienced BD professionals and fosters participants’ understanding of how to build and retain an innovative BD team that can “out-perform” the competition and win.
Guest Presenters:
• Gen Bruce Scott (Ret.) – expert in International Business Development
• Mr. Lee Cooper – expert in BD Turnaround Situations
Key Learning Objectives
• Apply new BD Leadership principals to improve revenue results
• Analyze the BD potential of your current and future personnel
• Know the 6 components of BD Leadership
• Differentiate the Leadership expectations required in various organization structure and situations.
• Identify and correct non-productive behavior in your team
Program Content
The Fundamentals of Business Development Leadership
• The key components of BD strategy, culture, plans, process and personnel, and how they align for revenue growth
• The critical six components of BD Leadership required to Guarantee Revenue Results
• How BMT (Build, Maintain, Turnaround) organizational situations impact BD leaders and which suit you best
Building and Leading High Performance Business Development Teams
• Leveraging “more with less” in a low cost environment
• How to improve your assessment, recruiting and interviewing of BD personnel
• Shapers, Fakers, and RFP Chasers – what you have and what to do about it
• Developing a self-managed, self-motivated, results focused team
• Why it’s about “what they do and not what they say!”
• Identifying and correcting repetitive non-productive BD behavior
The BD Turnaround Situation
• How to turnaround an underperforming BD organization
International Business Development
• How to compete on an International playing field
Agenda and Session Overview
Day 1
7:00-8:00       Continental Breakfast
8:00-12:30    Module #1 – Fundamentals of BD Leadership
12:30-1:30    Lunch
1:30-4:30      Guest: Lee Cooper – The BD Turnaround Situation
4:30pm          End of Day 1
Day 2
7:00-8:00       Continental Breakfast
8:00-12:30     Module #2 – Building and Leading High Performance BD Teams
12:30-1:30     Lunch
1:30-4:30      Guest: Gen Bruce Scott (ret.) – International Business Development                   4:30pm          End of Day 2/Workshop Adjourned

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Business Development Accelerator
In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
Your Information will never be shared with any third party.
Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
Your Information will never be shared with any third party.
Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
Your Information will never be shared with any third party.
Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
Your Information will never be shared with any third party.
Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.