Program Objectives of Corporate Organization Advancement Expert

• Specify the main features and ideal practices in Service Development (BD).
  
• Recognize the importance of redefining business processes to match the ever-changing market and customer demands.
  
• Create clear sales and advertising differentiators to neutralize competitors (value-based proposal).
  
• Style and use financial ratios and Trick Performance Indicators (KPIs) to determine their operations' performance.
  
• Use leadership, settlement, and power propositions to take advantage of their business and also lead the key account group.
  

Day 1
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

Day 2
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.

Day 3
Creativity and problem solving

• The need for thinking skills

• Mental structures of college students

• Stages in problem-solving and decision making

• The human brain

• Understanding the two hemispheres of the brain

• Critical thinking

• Lateral thinking

• Mental blocks to creative thinking

• Brainstorming

• The six thinking hats

Day 4
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

Day 5
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