Business Development and Team Leadership Skills

This course explores best practices in Business Development for facilitating solutions that provide value to the business and satisfy the needs of clients.

Delegates will learn to take on the role of the trusted advisor who can align the needs of the business with client expectations. They will explore a range of models and business development planning tools which they can use to analyse their key accounts and manage the teams that serve them. After looking at how teams are formed, delegates will be able to build and manage their teams so they perform at a higher level.

The course also covers business development action planning, review and measurement, negotiating and proposal writing. In other words, everything that’s needed to ensure business success and growth.

Objective

By the end of the program, participants will be able to:

• Describe the functions of Business Development
• Lead and manage your Key Account Team more effectively
• Understand customer requirements and how Business Development can impact this
• Use KPI’s to measure performance

Course Outline

Day 1 – Overview and Best Practices

• Definition and Scope
• Account Analysis and Qualification
• Understanding Business Development models
• Client Classification

Day 2 – Planning Process

• Using the STAR Planning Process:
  • Strategic Analysis
  • Targets and Goals
  • Activities
  • Reality Check

• Conducting Customer surveys

Day 3 – Building and Leading Your Team

• Stages in Team Formation
• Building a High Performance and Creative Team
• Defining Team Roles and Team Motivation Mix
• Managing versus Leading your Team

Day 4 – Process Review and Negotiation

• Identifying your Unique Selling Propositions (USPs) and Distinctive Selling Points
• (DSPs)
• Activating your Business Development Actions
• Creating a Balanced Scorecard (Business Performance Audit)
• Establishing a Client-Centered Code of Conduct (DART Model)
• Designing and Implementing Key Performance Indicators
• Negotiation Process
• Phases of the Purchasing Decision
• Influencing Decision Criteria
• Completing your Negotiation Plan

Day 5 – Business Proposals

• Writing a Business Proposal
• Formatting and Copywriting
• Creating your Own Proposal Template