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Doer-Seller Business Development Training Program

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Haydon Burns Library

122 Ocean St.

Jacksonville, FL 32202

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What would it mean for your career success, if you could grow from Doer to Doer-Seller?

What would it mean for your firm if you could create an army of Doer-Sellers?

Many technical professionals struggle with the skills that are critical to growing business. Let’s face it, most of you didn’t go to school to run a business. If you want to grow into a position of leadership in your firm, you need a road map and the training to learn how to strategize, build and deepen relationships.

In response to the growing trend of Doer-Sellers, Ignite Coaching & Consulting is proud to present our Doer-Seller Business Development Training Program. The Business Development Training Program will guide participants through developing their own personal Business Development plans with the goal to take their assigned client and develop a relationship, position the firm, identify an opportunity, write the proposal, and secure the work.

The program sessions are designed to include workshops along with a review of monthly challenges, along with capture plan review. Participants will bring with them to each session their personal BD plan, capture plan and any homework assigned to them. It is intended that the return on investment be significant as the program goal is to teach the participants how to bring in new work, increasing the “army” of doer-sellers that will significantly impact their firms revenue and develop future leaders.

Check in and lunch is from 11:30 - Noon with the program beginning promptly at noon ending at 2pm. Session 4 will be followed by an evening networking event to put your new skills into practice.

SESSIONS

February 21: Session 1

Program Intro

Business Development 101- Business Development from Behind the Desk

Business Development is the responsibility of everyone in the firm. But, how can you be a business developer when you are 80% - 100% billable? How can you be a business developer, when you are managing projects from behind the desk? This presentation will cover a wide range of simple ideas to great techniques that will create micro-habits for maximizing relationships, all from behind your desk.

Productivity 101 - Managing your BD time!

Tips for balancing between project management and business development activities to make the best use of your allocated business development time. includes a productivity planner.

March 21: Session 2

Developing Your Personal Business Development Plan

Strategic planning is not just for your firm. It is a vital part of your professional development. A personal business development plan helps you to structure your thinking. We constantly plan and think in our head, but very often we miss important details and we don’t create a realistic strategy to realize that plan. That’s why many “plans” stay just in our dreams. A personal business development plan is a process that consists of defining your goals, and what it will take to reach those goals.

Relationship Development 101 - Business Development Challenge

This session will go through the various tactics that can be utilized to enhance client and influencer relationships. Following, we will launch the Relationship Development Challenge which will be integral to teaching the various methods of relationship development while also ensuring positive accountability and fostering teamwork and cross-selling.

April 18: Session 3

Mining for Gold - Tips for Finding Leeds

Prospecting is an integral part of business development. Prospecting for clients is much like prosepcting for gold: you need the right tools to be successful. This session will share simple prospecting techniques that can make your prospecting more efficient and more effective.

Client Capture Planning Workshop

By taking a strategic, focused approach to pre-positioning with your top priority clients and prospects, you will give your firm the competitive advantage to win more work. This interactive session will take you through the capture planning process and provides examples of strategies that have worked to increase firm’s effectiveness to establish long-term client relationships that win continued work. Each participant will need to have one high priority client assigned to them. They will bring with them any existing intel they have on that one client.

May 16: Session 4

Networking 101

You don’t have to be an extrovert to be a good networker! Networking is an essential component of any career, from job search to career advancement and business development to social development. For some, networking presents challenges such as resistance, anxiety, exhaustion, and a feeling of being overwhelmed. This hands-on workshop will help attendees explore ways in which the networking process can be adapted to fit the unique skills and style of the introvert. Best of all, attendees will leave with a Networking Strategy Workbook to continue building their networking skills.

Evening Baker Klein Networking Event

Practice those networking skills in a live, safe environment during this networking event sponsored by Baker Klein.

June 20: Session 5

Business Development Live – How to Rock the Client Meeting

How to Rock the client meeting - Observe business development unfold before your eyes while your facilitator conducts mock interviews with one target client, LIVE in multiple scenarios including: the first client meeting, the follow client meeting regarding a specific project, the repeat project client meeting and the debrief. Following, attendees will conduct mock interviews in teams.

July 18: Session 6

Powerful Persuasive Proposal Strategy

Every proposal for a “must-win” project should begin with a Cover Letter. You can’t judge a book by its cover, but you can judge a proposal but its cover letter. The Cover Letter should balance efficient delivery of key information with a persuasive, well-substantiated pitch, demonstrating a clear understanding of the client’s needs. However, prior to writing the cover letter, you must lay out your strategy - conducting your research, identifying your differentiators and defining your win theme. In this session, participants will learn how to develop proposal strategy along with tips on creating a killer cover letter. Next, they will receive an RFP based on a BD Live client they just heard from along with additional client intel and a client capture plan. They will work in teams to create a strategy and cover letter for this real client. This session will cover the importance of strategy when chasing work and more importantly what it take to be successful to win such as relationships needed, information needed, research required, and more.

CEU's

Each session is worth 2 CEU's for a total of 12 CEU's for the entire program. Graduates of the program will receive a Certificate of Completion of the Doer-Seller Business Development Program with a list of the following sessions.

THIS PROGRAM IS GENEROUSLY SPONSORED BY BAKER KLEIN DESIGN AND CONSTRUCTION - YOUR PARTNERS FOR PROJECT SUCCESS.


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Haydon Burns Library

122 Ocean St.

Jacksonville, FL 32202

View Map

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