Registration is Open

Join the NDIA Business Institute and MBDi for the upcoming Mastering Business Development Workshop & Introduction to the Certified HUMINT® Client Engagement Process. This four-day interactive, participant-centered workshop introduces the MBDi Business Development Process, with its early shaping Opportunity Identification & Qualification component and the proprietary MBDi HUMINT® Client Engagement Process (CEP). This program guides participants through a series of planning phases and teaches them techniques and dialogue skills needed to change their thinking, behavior, and how they engage prospects and clients within the role of business development.

Registration is required to participate in this course. Click the button below to secure your spot today.

Register

October 28, 2021

12 Core Competencies of Business Development
Purpose-Driven Leadership
Role Identity versus Self Identity
Behavior Psychology & Transactional Analysis in BD
Understanding Why People Buy versus Selling

November 4, 2021

Why you need a BD System or Process
Proactive versus Reactive Business Development
Early Qualification and Pain Funnel
Early Shaping (OI&Q)i Phase Benefits
Tracking Opportunities, Prospects, and Intel

November 10, 2021

Why You need a HUMINT® CEP
Phase 1 CEP – Analysis, Intel Gathering & Planning
Phase 2 CEP – Preparing for the Call
Phase 3 CEP – Executing the Call
Phase 4 CEP – Document, Evaluate, Validate

November 18, 2021

Interviewing and Qualifying Skills
Socratic Dialogue and Reversing Process
Bonding and Positioning Techniques
Diagnostic Interview and Uncovering Client Pains
Application & Role-Play Simulations

Meet the Instructors

Richard Higby
Lead Instructor and Consultant, MBDi

Richard is a highly skilled executive with over 30 years of leadership experience in business development, operations, and research. With MBDi, Richard serves as a lead trainer for both virtual and in-person executive workshops on Business Development. He is available as a Senior Consultant to assist in coaching, planning, and implementation of an effective BD strategy.

Carla Caputo-Searcy
Vice President and Consultant, MBDi

Carla is a high-energy, results-driven Aerospace, and Defense executive with over 20 years of experience in Business Development, corporate planning/restructuring, strategic alliances, inorganic growth initiatives (M&A), and precision manufacturing. With MBDi, Carla serves as a Senior Consultant assisting clients in growing revenue through effective BD strategy, planning, process implementation, and operations.

To learn more about this event and view our draft agenda online, visit NDIA.org/MBDi.

For questions about registration, please email Krystal Heard at kheard@NDIA.org.

Dates

October 28, 2021
November 4, 2021
November 10, 2021
November 18, 2021

Location

Virtual Meeting

Contact
Krystal Heard
Meeting Planner
(703) 247-2558
kheard@NDIA.org

National Defense Industrial Association
2101 Wilson Boulevard, Suite 700
Arlington, VA 22201