Berlin
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
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.
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
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
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
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