Course curriculum

  • 1

    Program Overview

    • Leadership & Management Program Overview

    • How to use this course

    • Before we begin...

    • Content: note

  • 2

    Building a Business Development Culture

    • Introduction: Building a Business Development Culture

    • What is a Business Development Culture?

    • Ingredients of a Business Development Culture

    • Making Time for Business Development

    • Collaboration

    • Comfortably Uncomfortable

  • 3

    Focus and Organisation

    • Building a Business Development Culture: Focus and Organisation - Introduction

    • What Makes a Good Target Client ?

    • 3 Ways To Assess A Client's Potential

    • Action Planning for Different Types of Clients

    • How Well Does Your Team Manage Leads?

    • Lead Sourcing & Prioritisation Exercise

    • Is Your Team Organising Their Lead Data?

    • 3 Ways Sourcers Can Support Business Development

  • 4

    Inspiring Proactive Business Development

    • Introduction: Qualification

    • The Common Denominator of Success - additional reading

    • How Do You Warm Up Cold Calls

    • Habit of Planning

    • Solving the Business Development Paradox

    • Can Business Development Be Fun?

    • Making Metrics Matter

  • 5

    What's next?

    • More resources for you

    • Before you go...