This 2-day workshop covers the pre-capture phase of the business development cycle and is specifically designed for professionals who have business development and sales responsibilities. This workshop not only delivers concepts that give a strong theoretical foundation for capture and sales activities, it also provides the critical communication skills required in real life. Learn to:

• Understand the customers decision-making or source selection process, personnel, and evaluation criteria
• Create value by helping customers think through the business impact of key issues and drivers
• Gain insight into how your attitudes and behaviors affect the development of trust in the customer relationship
• Learn to strengthen customer relationships for short- and long-term success