Business Development Executive

Business development gives the broader perspective on how to make the firm grow. It is about creating sustainable value for an organisation from customers, markets, and relationships (Forbes).The skills business development executives employ to achieve such value, both face-to-face and over the telephone are vitally important to the success of any business.

Learning Outcomes

Participants will be able to:

  • Developing skills to win new customers and retain existing ones;
  • Refining client and prospect handling skills to meet the demands of the current economic climate;
  • Leveraging your customer relationships for even greater success (e.g. customer intimacy)
  • Improving cross-selling abilities of Business Development Executives;
  • Providing skills on relationship management that will enable executives to maintain the value they create in their organizations over the long-term.

    Course Content

    Business Development Executive module includes the following:

  • Strategic Management and Leadership (Getting Started!)
  • Introduction to Business & Enterprise Development
  • What is strategic planning and management
  • Why is strategic planning necessary (to cope with business risks, to make decisions etc.)
  • How to develop and implement a business plan (measure and plan based on realities, simulating the decision options, etc.) • Case Study for discussion

Monitoring and Improving Business Performance

  • Defining business targets
  • Performance planning and monitoring
  • Tools for business performance appraisal
  • Linkages between performance measurement systems and strategies
  • Key performance indicators (KPI’s)
  • SWOT and competitive forces analysis.

    Developing your Sales & Marketing Strategy

  • Prospecting & New Business Development;
  • Relationship Building;
  • Business Development Canvas model;
  • Strategic Sales
  • Quality Relationship/ Making lasting Impressions

    Managing your Customers for Business Value

  • Essential Customer Service;
  • Customer Intimacy (understanding customers);
  • Social Media (New Media) based Customer Service
  • Winning the Business
  • Organizational Culture

Who Should Attend

All persons involved in business development or sales at all levels.