**Limited Availability**
All participants are expected to attend all four LIVE sessions

Course Dates:

• Tuesday, January 31, 2023 from 1:00 pm – 4:00 PM EST

• Wednesday, February 1, 2023 from 1:00 pm – 4:00 PM EST

• Tuesday, February 7, 2023 from 1:00 pm – 4:00 PM EST

• Wednesday, February 8, 2023 from 1:00 pm – 4:00 PM EST

The Mastering Business Development® Executive Workshop is an education and professional development program focusing on the thinking, process, and discipline required for professional Business Development. This 16-module, four session, virtual workshop fosters participants’ understanding of the core competencies required for success in a Business Development or Client Engagement role.

Business Development and Client Engagement are primarily relationship development and intelligence gathering processes. Participants will learn how to leverage the principles of behavioral psychology to identify valid prospects and pipeline opportunities, effectively qualify them and develop win-win business relationships for their organizations, their clients and themselves.

This interactive, participant-centered virtual workshop introduces the MBDi Business Development Process with its early shaping Opportunity Identification & Qualification (OI&Q)i Phase and the HUMINT® Client Engagement Process. The MBDi Business Development Process goes beyond techniques and tactics to provide an integrated and complete methodology resulting in an upward impact on revenue generation. This workshop is designed to bring about a radical shift in participants’ thinking and behavior and create a transformative experience.

Through the instructor’s use of Socratic teaching techniques, participants will acquire the knowledge, thinking, skills and discipline required to proactively engage clients from a strategic hunting, organic farming, or program management perspective. Participants have described this workshop as a career-transforming experience.

Course Objective(s):

• Explore concepts of self and role identity and how to differentiate between goals and purpose in professional and personal life.

• Learn how to deal with rejection, risk-taking, and failure and gain a better understanding of the importance of leadership, integrity, and character in developing business.

• Acquire a better understanding of the psychology of human behavior and how it applies to your own self-knowledge and understanding of other people.

• Gain fundamental knowledge of a disciplined MBDi Business Development Process and how the rules of the relationship are established to connect with customers and stakeholders on a deeper level.

• Discover how to control the client interview process and gain valuable insights into how and why people buy.

• Learn new methods to proactively qualify and disqualify prospects and acquire high impact skills for diagnosing the issues and motivations that drive customers buying behavior.

• Learn a proven 4-Phase Client Engagement Process (CEP) that produces high value, human intelligence that drives Opportunity Identification & Qualification (OI&Q)i and early shaping of opportunities.

• Learn account, intel, and call planning along with script development and role playing of specific client calls using real-word case studies.

Speakers:

• Dr. Richard Higby - Executive Member, MBDi | Mastering Business Development, LLC

• Carla Caputo-Searcy - Executive Member, MBDi | Mastering Business Development, LLC

**Limited Availability

Registration will take place through Aville, AUVSI's online learning community. Click "Register" below and you can log-in with your existing AUVSI.org account information. If you don't have an existing account, you can quickly create one.