Qualifying to Win
This 1-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.
- 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
Who Should Attend
- Capture Managers
- Business Developers
- Program Managers
- Solution Managers
- Account Executives
- Workshop Manuals
I took a lot of your teachings to heart, especially the pre-proposal planning, proposal development worksheets, and debriefing tips. As a result, my company had its best-ever month in new business acquisition…I now have a win rate of over 60 percent! Thank you for the seminars that have proven so valuable to me, my company, and my professional future.
Corporate Proposal Manager