Training

Advanced Training Program

I have developed a 2½ day training workshop to cover the highlights of business development.

You can watch the 3 short videos on this website to see a short introduction of “What Business Development Is In Today’s Business World”.

The subject of business development encompasses many important subjects with each requiring extensive education, training, and experience.

Business Development has become an expertise of its own with few individuals being professional in it.

This is not to be confused with how individuals and organizations often misuse the job position title or phrase of “Business Development”.

Unfortunately, the phrase or title of Business Development is often used as just a new name for a sales person.

Unfortunately, this is similar to some individuals and organizations using the title of Inside Account Manager, New Business Account Manager or Business Development Manager to describe a telemarketer.

After reviewing the following course agenda, you will easily understand what I am referring to.

To cover just the highlights of business development takes about 2 ½ days under the best training situation and with senior level management people participating in the workshop with senior level knowledge and experience.

The key to affectively train on business development within a 2 ½ day program is to restrict participants to those at mid to senior level business positions with appropriate business skills, experience, training and education.

Keeping in mind that advanced business development expertise requires several years of education and training, continual education and training, extensive experience and great mentorships; a 2 ½ day training workshop is quite aggressive and challenging.

This is certainly advanced level training and fast paced.

There are about 20 – 24 key elements in business development with each element orsubject worthy of several weeks/months of extensive training and education.

Universities, colleges, and special training services attempt to fill this need.

The workshop starts out discussing the normal information about breaks, ending/start times, food, refreshments, keep cell phones turned off, breaking into teams, the process of learning, etc.

We go on to have all participants introduce themselves, their job position with responsibilities, company/business that they work for, and what they are hoping to learn from the workshop and why is it important.

The participants’ comments about what they want to learn are written on some large pieces of paper and taped to the wall for reviewing at end of the training workshop.

We discuss the training workshop in detail, their active participation in it and how the experience in this training program will serve as an example of  “How to train affectively, how to develop affective training programs and HOW PEOPLE TEND TO LEARN”

Lesson #1

How to train affectively and how to develop an affective training program incorporating fundamental adult learning is an important component of business development.

Good training is part of developing an effective team.

The workshop continues with posing 8 questions to the entire group and participants.

  1. What is business development?
  2. Who should be trained in business development?
  3. What markets and services is business development important to?
  4. What types of things, tasks, or activities go into business development?
  5. What skills and experience is needed to be an affective business development leader?
  6. What happens if the person who is responsible for business development does not have these skills and experience?
  7. What things can hinder and prevent business development and business growth?
  8. What happens to organizations and companies that are not growing and lack business development?

All comments and inputs to these questions are written down on large pieces of paper and posted on the walls.

After reviewing the comments and inputs of the 8 questions, the training workshop proceeds to explore the details further.

This is accomplished by breaking into smaller teams several times throughout the rest of the workshop program where each team is assigned specific subjects to discuss. After about 20 – 30 minutes, each team presents to the main group what they discussed, uncovered and discovered.

When individual teams are presenting their information, the entire group is led into major discussions with personal experiences of all participants and case studies being used to illustrate each subject and each fine point.

We learn mostly by graphics, pictures, association such as stories in addition to uncovering and discovering information rather than one-sided lecture.

This training workshop is based on these fundamentals.

The following information summarizes typical comments and inputs to the first 8 questions posed.

WHAT IS BUSINESS DEVELOPMENT?

  • Acquisitions & mergers
  • Better market communication pieces & better literature
  • Communicating better with customers & potential customers
  • Communicating with the market better
  • Creative merchandising
  • Creativity
  • Cultures and the influences on business(within the USA & internationally)
  • Customers knowing more about your services & products
  • Doing more business with current customers
  • Expanding business geographically, nationally& internationally
  • Expanding business with referrals from current customers
  • Expanding distribution network
  • Expanding international or globally
  • Expanding number of customers
  • Expanding strategic alliances
  • Expanding to new geographic area
  • Expanding to new markets
  • Finding possible funding sources for business expansion
  • Finding, hiring and retaining skilled sales, marketing &
    customer service staff
  • Getting all people in the organization contributing to business
    development
  • Increasing market share
  • Increasing profits
  • Increasing sales
  • Kitting or repackaging of products and services
  • More brand recognition
  • “Out of The Box Thinking”
  • Penetrating markets
  • Product & Services development or enhancement
  • Quality improvement of all types
  • Up-selling & Cross-selling
  • Value added selling & marketing

WHO SHOULD BE TRAINED IN BUSINESS DEVELOPMENT?

  • Account managers
  • All department managers
    (accounting, finance, shipping, production, logistics, engineering, research & development, and all others)
  • All department managers should be active members of a business development team contributing to company business development efforts and find creative ways that there own department can contribute to business development as well
  • All staff that has any contact with customers!
  • Business consultants
  • Business students especially master level and up
  • Customer service managers & staff
  • Human resource/personnel managers & staff
  • Marketing managers & staff
  • Owner of a business
  • President & CEO
  • Sales managers & staff
  • Teachers & trainers of customer service/sales/marketing
  • Training staff

WHAT MARKETS, INDUSTRIES & SERVICES IS BUSINESS DEVELOPMENT IMPORTANT TO?

  • Agriculture
  • Airlines
  • Auto dealers
  • Biomedical
  • Chemical
  • Commercial
  • Computers & software companies & services of all types
  • Education
  • Electrical
  • Electronic
  • Equipment manufactures and resellers
  • Events of all types
  • Food stores
  • High tech
  • Home Builders & remodeling
  • Industrial
  • Low tech
  • Manufacturing companies of all types
  • Medical
  • Medical products
  • Medical such as clinics, hospitals, various medical doctors offices
  • Movie stars
  • Movie theaters
  • Museums
  • Pharmaceutical
  • Printing services
  • Professional people such as dentists, doctors, lawyers, realtors
  • Restaurants
  • Retail of all types
  • Services such as dry cleaners, landscapers, plumbers, electricians, etc.
  • Sport celebrities
  • Sporting events
  • Transportation of all types
  • And More!

ALL BUSINESSES!
ALL EVENTS!
ALL INDUSTRIES!
ALL MANUFACTURING!
ALL MARKETS!
ALL PROFESSIONS!
ALL SERVICES!
ALL SIZES OF BUSINESSES – SMALL, MEDIUM, LARGE!

WHAT TYPES OF THINGS, TASKS OR ACTIVITIES GO INTO BUSINESS DEVELOPMENT?

  • “Outside of the Box Thinking”
  • Account management
  • Account relations
  • Account penetration
  • Account strategy
  • Accounts expansion
  • Acquisitions & mergers
  • Advertising
  • All contact with customers
  • Articles published
  • Bench marking & knowing your competition
  • Bring the best out of others & get their cooperation
  • Capturing knowledge and utilizing it
  • Creating incentive programs for all employees, not just for sales staff
  • Creative problem solving
  • Creative programs
  • Creative thinking
  • Customer loyalty
  • Customer referral programs
  • Customer relations
  • Customer satisfaction
  • Customer service
  • Database management
  • Database marketing
  • Direct marketing
  • Distribution relations
  • Ease of doing business
  • Enrich a company or organization culture (“change master”)
  • Expanding distribution network
  • Finding, hiring and retaining skilled staff
  • Funding sources for expansion
  • Global & international business
  • Horizontal & vertical marketing
  • Horizontal & vertical selling
  • Image & brand recognition
  • Inbound and outbound customer service/sales & follow-up
  • Incentive programs for all employees
  • Influencing others
  • Inside sales
  • Integrated marketing
  • Internal staff relations & taking care of employees
  • International/global business and culture influences
  • Interpersonal dynamics
  • Investigative & creatively searching out
  • Knowledge of acquisitions & mergers
  • Leadership qualities
  • Literature & all communication pieces
  • Literature development
  • Looking for more business from customers
  • Looking for new customers
  • Looking for new markets
  • Manage and develop sales & marketing channels
  • Marketing & marketing management
  • Marketing Communications
  • Merchandising
  • Motivator
  • Negotiations
  • Networking
  • Organized
  • Outside sales
  • POS / point of sales materials enhancement
  • Pricing
  • Problem solving
  • Product & services development and enhancements
  • Project oriented
  • Promotions of all types & keeping fresh
  • Quality & market perception of services & product
  • Quality improvement of all types
  • Referral programs
  • Reputation with customers & market
  • Sales & sales management
  • Sales/marketing/business development strategies and plans
  • Searching out continual improvement in all ways
    (departments, functions, products, services)
  • See the future and plan for it
  • Seek out alternative solutions & approaches
  • Seek out wastes and use savings to fund business development efforts
  • Self-driven & self motivated
  • Simplify
  • Special discounts & promotions
  • Staying ahead of competition
  • Strategic alliances
  • Strategy development & implementation
  • Team approach
  • Team building
  • Team oriented
  • Telemarketing
  • The psychology of marketing and selling
  • Trade shows
  • Training & coaching + continual training
  • Understand others
  • Understanding of what makes others tick & what motivates
  • Value added selling & marketing

WHAT SKILLS & EXPERIENCE ARE NEEDED TO BE AN EFFECTIVE BUSINESS DEVELOPMENT LEADER?

All of the above!

WHAT HAPPENS IF THE PERSON WHO IS RESPONSIBLE FOR BUSINESS DEVELOPMENT, DOES NOT HAVE THESE SKILLS and EXPERIENCE?

  • Employee morale & confidence is low
  • Lack of effective programs
  • Moneys get wasted
  • Profits do not increase enough to support better employee benefits &
  • better wages
  • Profits do not increase enough to support the cost of improvements that are needed
  • Programs fail
  • Sales do not grow
  • Skilled staff leave & other skilled staff out in the market place not
  • interested in working for the organization
  • Staff does not participate in efforts
  • AND A LOT MORE
  • BASICALLY, BUSINESS DEVELOPMENT EFFORTS FAIL
WHAT THINGS CAN HINDER AND PREVENT BUSINESS DEVELOPMENT & BUSINESS GROWTH?  
  • “Peter Principle” which is people having a tendency to advance up until reaching a level of incompetence and proceed to create business problems
  • “Rule of 10” which is the phenomena of management level staff hiring staff well below their own level to protect their self-ego & position
  • A few staff being ‘Nay Sayers” and being negative that then hinders improvement. Kind of like the old saying of, “A few bad apples in a barrel can spoil all of the apples”
  • Business development leader lacks power and authority
  • Company culture
  • Company culture not conducive to improvements
  • Company or organization resistant to change and advancement
  • Competitors well ahead of them
  • Excessive wastes of all types
  • High staff turnover rate
  • Incentive programs that actually are counter productive to business development and actually can prevent business growth
  • Lack of adequate incentive programs for all staff contributing
  • Lack of continual improvement culture
  • Lack of continual training
  • Lack of financial support
  • Lack of an effective incentive program that supports the business
  • development program & efforts
  • Lack of leadership leading by example
  • Lack of new products and services
  • Lack of staff
  • Lack of staff skill levels
  • Lack of staff that is willing to work as a team
  • Lack of strong leadership
  • Lack of support from leadership
  • Lack of team effort
  • Nepotism where family members to the ownership can hinder business development and improvements
  • Organization has bad reputation
  • Poor customer & market relations
  • Poor service or product quality
  • Poor skill levels at management levels
  • Products & services are at end of life cycle with low market demand
  • Staff is stuck in ruts with old ineffective behavior/habits
  • Staff that unconsciously or consciously do things to sabotage and hinder all efforts because they did not get a promotion or got over looked for a position that they wanted
  • Staff that hinders because of their own private agenda
  • The person responsible for business development does not have the
  • skills and experience
  • AND A LOT MORE

WHAT HAPPENS TO ORGANIZATIONS AND COMPANIES THAT ARE NOT GROWING & LACK BUSINESS DEVELOPMENT?

  • Competition is not interested in buying the organization even
  • Competition may offer a low amount of money to buy them out
  • Competition takes more of their business
  • Nothing is driving new products and services that are needed
  • Operations capabilities decrease to such low levels that they cannot stay in business and there are not enough profits or funding to improve them sufficiently
  • Profits decrease
  • Profits get so low that employee wages cannot be afforded so there are employee lay offs and wage levels are so low that well skilled people will not work for the organization
  • Sales decrease
  • Skilled staff will not work with such organizations
  • Staff turnover increases
  • The organization may “go out of business”
  • The organization’s reputation becomes bad
  • The owner may close the business and retire
  • Value of company decreases

 

Basically, such organizations are in a spiral spin down until they
eventually go out of business.
In my career and extensive experience, I have learned the importance of being proactive and contual healthy business growth.
Once a business has spiralled down and into a business slump, it will take significant financial investment, time, effort and major attitude change to bring the business back up to be competitive, profitable and growing.
New products and services that are in high demand and possibly proprietary will certainly help reduce the time frame to climb out of the business slump and get up into growth.
The issue with time frame is that all new products and services will take some time frame to gain market recognition and bring in some sales revenue.
Most companies and businesses expect to see fast results and return on investment than what the actual time frame may be.
This creates temendous stress on the organization financially and with their staff.
Most businesses think that they are the exception to the general rules and time frames but most find out otherwise.
The key is be proactive and avoid any neglect that can put the business into a slump.

If you are interested in obtaining this workshop for your business or company you can contact me directly at: mmarshall1236@gmailcom