8 - 8:30 am
Registration/Continental Breakfast
Noon - 1 pm
Lunch
8:30 am - 4:30 pm
Workshop Topics (subject to change)
Identifying BD Talent
- Characteristics of a Business Developer
- Developing BD Skills in Others
- Motivating Your BD Team
Developing BD Plans
- Working with Your Strategic Plan
- Setting BD Goals and Objectives
- Creating a Sales Pursuit Plan
BD ROI Strategies
- Different Methods for Tracking ROI
- Key ROI Metrics to Track
- Communicating BD Value to Firm
Building Strategic Alliances
- When Alliances Are Necessary
- What to Look for in a Partner
- Maintaining Win-Win Relationships
Leading with Communication Skills
- Building Trust with Clients
- Working with Colleagues
- Developing Your Industry Reputation
Creating a Client-Focused Culture
- Fostering Relationships Among Staff
- Understanding Roles
- Recognizing and Celebrating Success
Building and Motivating Project Teams
- Developing a Message
- Hitting the Client’s Hot Buttons
- Coaching the Presentation Team
Client Maintenance and Management
- Why Client Maintenance Is Vital
- Understanding Client Needs
- Leading a Client Satisfaction Process