Description

This complete training cycle for the profession of Business Developer will provide you with the tools and methods to work on two dimensions: the expansion of the company's strategic targets and the application of analysis in commercial action.

Who is this training for ?

For whom ?

Business Developer, Biz Dev, Sales Engineer, Sales Development Manager.

Prerequisites

Have significant commercial experience or master fundamental techniques.

Training objectives

Understand the strategic dimension of Business Development.

Analyze the company's capabilities.

Qualify development opportunities.

Organize development priorities.

Design and deploy the development plan.

Measure performance.

Operationalize his plan on the ground.

Training program

• PART 1: Building your strategy
  • 1 - Define the added value of the Business Developer
  • The job of Business Developer.
  • The 3 key skills of the job: Analyze, Plan, Realize.
  • 2 - Be market oriented: market monitoring
  • Formalize your monitoring system
  • Internal monitoring, competitive monitoring.
  • Dedicated digital tools on the alert.
  • 3 - Establish the conditions for innovation
  • Take ownership of the 4 key principles of innovation.
  • The contribution of the Business Developer.
  • 4 - Analyze the company's environment and prepare the decision
  • Take stock of the market.
  • Analyze the portfolio of activities of the company.
  • Analyze its competitive positioning.
  • Formalize its value proposition by integrating CSR.
  • 5 - Decide on couples products/market.
  • The ANSOFF model.
  • Development through resources.
  • The synthesis matrix: SWOT
  • The transition to action.
• PART 2: From strategy to development plan
  • 1 - Plan actions
  • Structure your Business Plan.
  • Use the Business Model Canvas.
  • Develop your activity forecasts.
  • Identify risks.
  • Develop concrete action plans.
  • 2 - Sell the development plan internally
  • The good substantive practices.
  • Good formal practices.
  • Adapt your presentation strategy to your interlocutors.
  • 3 - The transversal Business Developer manager
  • Identify all services contributing to the development plan.
  • Map the actors and understand their objectives, resources and constraints: the resource matrix.
  • Identify the issues and the keys to cross-functional management.
  • Mobilize energies around common objectives.
  • Overcome possible resistance.
  • 4 - Cultivate your network and develop partnerships
  • Partnerships, characteristics and key success factors.
  • Use the power of social networks.
  • Improve your profile on LinkedIn.
• PART 3: Deploy the development plan and manage the results
  • 1 - The relational strategy of the Business Developer
  • Entering the buyer's bubble: new requirements for the purchasing function - CSR, security.
  • S' adapt to a complex decision-making group: the GRID.
  • Adapt your commercial communication to any type of interlocutor: the commercial CHALLENGE.
  • 2 - Negotiate profitable contributions
  • Evaluate and reestablish the balance of power.
  • Prepare your objectives and negotiation tactics.
  • Develop your argument.
  • Conduct your negotiations while respecting the 6 keys to effective negotiation.
  • 3 - Manage the deployment of actions
  • Identify the indicators to follow and activity ratios.
  • Organize the management action around the dashboard.
  • Communicate around the dashboard and share information to progress.
  • 4 - Ensure customer loyalty
  • Understand the challenge of providing a differentiating customer experience.
  • Analyze the customer journey.
  • Carry out and carry out actions likely to promote enthusiasm and loyalty among customers.
  • Ensure customer loyalty.
  • 5 - Make yourself known with the Pitch