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 customer’s 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.
You will learn to strengthen customer relationships for short- and long-term success.