Program Objectives
At the end of this program, participants will be able to:
- Define the key functions and best practices in the field of Business Development (BD).
- Understand the significance of strategic business planning to align with the dynamic market and customer needs.
- Establish and manage a proficient business development team to effectively capitalise on business opportunities.
- Craft compelling proposals to enhance business expansion and optimise sales outcomes.
- Master the art of creating a strategic plan to accomplish desired goals for both one-self and the company, fostering strategic thinking within the organisation.
- Set clear objectives for personal and corporate growth.
- Recognise the fundamental principles and strategies essential for successful execution.
- Formulate actionable plans with measurable outcomes to ensure success, and identify, measure, and monitor critical success factors.
Target Audience
- Business Managers.
- Team Leaders.
- Process Leaders.
- Functional Managers.
- Project Managers.
- Newly appointed Senior Managers.
DAY 1: Introduction to Business Development
- Definition and scope of Business Development.
- Overview of account analysis and qualification.
- Understanding the buy-sell ladder model.
- Exploring the customer loyalty ladder.
- Establishing client chemistry with F.O.R.M.
DAY 2: The Business Planning Process Using the S.T.A.R. Method
- Strategic analysis, targets, and goals.
- Reality assessment.
- Conducting customer surveys.
- Creating an account development plan.
- Implementation of Key Performance Indicators (KPIs).
DAY 3: Team Building and Leadership in Business Development
- Phases of team formation.
- Defining team roles.
- Principles of leadership.
- Exemplary leadership practices.
- Motivating the team effectively.
DAY 4: Crafting Business Proposals
- Tips for formatting persuasive proposals.
- Developing successful project proposals.
- Understanding contract terms and conditions.
- Evaluating proposal success.
- Group exercise on proposal development.
DAY 5: Strategic Thinking and Planning
- The Essence of Strategy – Core Concepts and Definitions.
- Strategic Thinking Techniques.
- Comparison of Leadership and Management in Strategy and Operations.
- Strategic versus Operational Goals – Importance and Distinctions.
- Utilising Strategic Management Systems.
DAY 6: Strategy Development through Business Analysis
- Importance of a "Business Model".
- Vision, Values, Mission, and Goals as Strategic Perspectives.
- Analysing the Business Environment.
- Assessing Organizational Competencies and Capabilities.
- Strategy Approaches based on Resources.
DAY 7: Strategy Development, Choice, and Implementation
- Strategy Levels: Corporate, Business, and Functional.
- Competitive and Emergent Strategy Approaches.
- Addressing Uncertainty through Scenario Planning.
- Strategic Choice Selection.
- Translating Strategy using Strategy Maps and Balanced Scorecards.
DAY 8: Implementing Strategy within the Organization
- Strategic Communication and Stakeholder Management.
- Strategic Risk Management.
- Aligning Operations with Strategy.
- Strategic Performance Evaluation.
- Effective Strategy Execution.
DAY 9: Integration of Strategy Components
- Establishing a Strategy / Business Planning Team.
- Analysing Industry Business Models and Strategies.
- Overcoming Psychological Bias.
- Comprehensive Course Overview.
- Action Planning for the Future.
DAY 10: Case Study Analysis
