How To Find And win New Business
Details
How to Find & Win New Business
This course focuses on the tools and techniques required to develop new business. Without
them, sales will stagnate, and profits will drop. The course also addresses ways to maximize
the company's profitability by fostering relationships with potential players and key decision
makers in the market. By attending this program, business development professionals will
acquire what they need to create and implement promotional drives in order to spur the
company's market prospects and design cost-effective yet innovative options to boost sales.
Course Methodology
The course involves a variety of case studies and exercises to develop the right skills needed
to become a successful business development professional. Group presentations and self-
assessment tools are also available for the same purpose.
Course Objectives
By the end of the course, participants will be able to:
Define the main functions and best practices in Business Development (BD)
Recognize the importance of re-defining business processes to match the ever-changing market and customer requirements
Produce clear sales and marketing differentiators to neutralize competition (value-
based proposition)
Design and use financial ratios and KPIs to measure their operations' effectiveness
Use leadership, negotiation and power proposals to leverage their business and
lead the key account team
Target Audience
Sales reps, sales supervisors and managers, and account managers who would like to
professionally develop themselves by seizing business opportunities and using them to
improve personal management and showcasing skills. The course also targets commercial
professionals aspiring to consider every potential client as a challenge that will help their
performance and their careers.
Target Competencies
Account qualification
Customer relationship management
Re-engineering of commercial processes
Customer service
Marketing of products and services
Business planning
Lead generation
Writing business proposals
Outline
Course Outline
Business development: overview and best practices
Business development: definition and scope
Account analysis and qualification: an overview
The new landscape of account management and BD
Understanding the buy-sell ladder model
Client classification: building an ideal client profile
Understanding and working the customer loyalty ladder
The business planning process
Using the STAR business planning process:
Strategic analysis
Targets and goals
Activities
Reality check
Conducting customer surveys to identify important service criteria
Preparing an account development plan
Building client chemistry with F.O.R.M
Re-defining your processes for breakthrough results
Reviewing the selling process
The selling process
Functional product/service/company knowledge
Unique/distinctive selling points
The sales competitors analysis form
Re engineering your team selling process to avoid mistaking motion for action
The value-added selling process
A simple framework for developing new business
Create and deploy weapons
Your best friend: the phone
Creating a client-centered code of conduct (DART model)
Designing and implementing key performance indicators
Creating a balanced scorecard (business performance audit)
Effective negotiation skills
The definition of negotiation
Some negotiation philosophies
The difference between persuading and negotiating
The five stages of the negotiation process
The critical rules of negotiation
The phases of the purchasing decision
Establishing relative importance of differentiators
Influencing decision criteria
Vulnerability analysis
Workshop: completing your negotiation plan
Building and leading the business development team
Stages in team formation
Building a high-performance team
Defining team roles
The team motivation mix
Management versus leadership
Practices of exemplary leaders (industry practices)
Writing business proposals that sell
Writing a typical business proposal
Formatting tips and tricks for winning proposals
The process of developing successful project proposals
Workshop: creating your own project proposal
Schedules
| Wed, Thu, Fri | 10:00 AM — 04:00 PM |
| Thu, Fri, Sat | 10:00 AM — 04:00 PM |
| No. of Days: | 3 |
About Us
McTimothy Associates Consulting LLC is a Professional Management consulting, Human Capital Management, and Business Training company, incorporated in Nigeria with the Corporate Affairs Commission (CAC). Our Corporate office is centrally located at Gbagada Estate Phase 2 Estate, connecting easily to both Lagos Island and Lagos Mainland. We are enabling business greatness in Africa through cutting-edge modern management practices of Business transformation, Strategy, Change management and Innovation, Leadership, Restructuring and Turnaround management, and Training solutions.
Our Philosophy is an enduring commitment to enabling businesses and the professional greatness of our clients every day. Both organizations and individual employees who have attended our indoor and outdoor management development training programs have benefited tremendously in a number of ways. We also maintain relevant accreditations/partnerships with:
- Institute of Management Consultants (IMC).
- Institute of Professional Recruitment Consultants (IPRC), Nigeria
- Association of Professional Recruitment Consultant (APRC) UK
- Nigeria Institute of Training and Development (NITAD),
- Centre for Management Development (CMD), ...
