COURSE ABSTRACT
Whether you’re new to business development, you’re in a capture or supporting role, or you’re a seasoned professional, this course is for you. In a world that continues to become more digital and disconnected, relationships are key to your success.

Learn to improve your win rates through meaningful connections with customers and stakeholders. This shift will build trust, improve customer affinity, and differentiate you from your competition.

Customers are looking to you to be their valuable resource and partner. Join us to discover how.

WHAT YOU’LL LEARN

• BD Secrets of the Elite – Learn what differentiates the Elite and how to apply the Hi-Q Method to your BD or Capture process.
• Set Up for Success – Learn repeatable methods that set up all your customer calls for success.
• Preparation – Discover how the Elite use the forgotten “art of preparation” to improve their results
• Differentiate Yourself – Discover how to make a great impression, connect virtually, and uncover customer insights.
• The Diagnostic Mindset – Discover how to adopt the diagnostic mindset of the Elite to drive results.
• Gain Critical Insight – Explore how to move from hypothesis to creating call scripts uncovering insights others won’t.

COURSE DETAILS

Elite Secrets I: Government Business Development
Lesson #1: Government Business Development Introduction
Lesson #2: Move from Presentations to Conversations
Lesson #3: Hi-Q Engagement Method Overview
Lesson #4: Plan for Successful Calls
Lesson #5: Identify Problems you Solve
Lesson #6: Researching a Customer
Lesson #7: Getting the Meeting
Lesson #8: Compelling Call Scripts
Lesson #9: Critical Communication Skills
Lesson #10: Wrap Up & Assessment

Elite Secrets II: Government Business Development
Lesson #1: Customer Engagement
Lesson #2: Nail the First 30 Seconds
Lesson #3: Customer Connection
Lesson #4: The Diagnostic Mindset
Lesson #5: Uncover the Customer’s Real Problem
Lesson #6: Ending the Call
Lesson #7: Assing the Intel and Opportunity
Lesson #8: Create Killer Call Reports
Lesson #9: Virtual Engagement
Lesson #10: Wrap Up & Assessment

Course Bonus:
20+ Templates, Checklists, Call Scripts, and Insights.
Elite Secrets I: 5 Day Post-Graduate Challenge
Elite Secrets II: 5 Day Post-Graduate Challenge
Private Community Membership