Description
Our Business Development Framework
Summary:
Business development (referred to as BD) is a term that varies in its meaning from one organization to the other. While some consider business development a contact driven activity to increase sales revenue, others interpret it as a marketing sub-activity rarely looked at in times of economic booms. This course intends to shed light on Framework of BD that is quite vital in today’s competitive business environment. Business Development is an integral process that links with major functions of the organization, aiming at strengthening ties with existing clients as well as cultivating customers in other sectors of the consumer market or other geographies at large.
Course Description: Business Development framework is based on identifying the triggering events leading to the need to expand the organization’s business beyond its current boundaries. It also provides answer to the following questions and draws conclusions in the form of action items:
Where are we now? Where do we want to go? Why do we want to do that? How can we do that? How much will it cost us? Is it worth doing? How do we know we have reached there?
The course is full of facilitated sessions where the attendees will be introduced to facilitation tools and techniques to develop their facilitation skills. To become a successful BD professional requires ability to build consensus among varied stakeholders of different function of the organization (Sales, Marketing, Finance, Senior Management and Operations).
Attendees will learn different business analysis tools and techniques such as SWOT, competitive force analysis, Product/Market Matrix, etc.. Case-studies will be discussed among the team to promote effective participation and strengthen comprehension.
The course covers BD functions and activities within the company, Function Description (Responsibilities, Competencies, Authorization, etc.)
A session will be dedicated to Business Model Analysis where several business models will be studied from the perspective of value proposition, market segment, value chain and cost model, revenue model, value network, and competitive strategy.
Module 1: BD definition & benefits
Module 2: BD Position in the organization
Module 3: Development of BD & Idea generation techniques
Module 4: Introduction to BD & secrets of successful selling
-Knowing your market, knowing your products, prospecting, managing your territory, lead conversion.
Module 5: Functional Roles distribution – Team work
Module 6: Business Analysis – Strategies to outsell your competition & win the big sale
Module 7: Business Models, definition and analysis
Module 8: SECRETS OF SUCCESSFUL SELLING
-Knowing your market, knowing your products, prospecting, managing your territory.
Module 9: BUILDING A PROSPECT PIPELINE
-Cold calling, relating to buyer personality types
Module 10: COMMUNICATION SKILLS
-Verbal & vocal communication, active listening, presentation skills, organizing the content of your presentation
Module 11: SALES ECOSYSTEM & NEGOTIATION TACTICS
-Selling to multiple decision makers, when to close & seal the deal
Module 12: MANAGING CUSTOMER RELATIONSHIPS
-Maintaining customer loyalty, dealing with angry customers & complains
Module 13: STRATEGIES TO OUTSELL YOUR COMPETITION & WIN THE BIG SALE
Module 14: SELLING IN TOUGH TIMES
-Secrets to selling when no one is buying
Module 15: MASTERING MARKETING
-The power of marketing, the law of supply and demand, how marketing works, how to develop competitive advantage
Module 16: INTRODUCING THE NEW MARKETING MIX
-The marketing tools (5 p’s), segment strategy approaches, competitive product positioning, managing the distribution channel, understanding marketing communications, market pricing, developing a marketing plan, marketing audit, feedback generation
Module 17: INTRODUCTION TO INTERNET MARKETING
-Email Marketing, Mobile Marketing, Marketing with Facebook, How to use Twitter
Module 18: BD COMMUNICATION
The course will include the following benefits:
- Tea Break and Lunch
- Certificates will be awarded
- Course Reference Materials
This class will make you a professional BD personal, with hands-on experience (Practical Do- it-Yourself)
Audience: Professionals involved in leading roles as well as professionals involved in enterprise strategic planning.
DURATION: 2 Days
DATE: 21st & 22nd of May, 2019
TIME: 9:00 am – 5:00 pm daily
COST: N 150,000 (First 20 to register gets to pay N 70,000)
LOCATION: Kristina Jade Learning Centre, 70b Olorunlogbon Street, Anthony, Lagos, LA.
For Inquiries and registration please call 08086813042 or email ernest@oakinterlink.com
Ernest Shaka
Oak Interlink Company Limited
70B, Olorunlogbon Street
Anthony village
www.oakinterlink.com
