Business Development for Project Managers Mastering Techniques to Increase Opportunities!

A 1-day, 7 PDU (0.7 CEU) instructor-led program "Business development" is neither a title nor a position - it is a role that everyone in the organization, especially project managers, can (and should) play. While an employee may not know how to close a sale, or even be involved in closing a deal, he or she should know how to open the door for business to walk in. Everyone should know how to steer a prospective client into the "sales qualifying" process. A project manager can play a special part in the role of business development. It is common knowledge that generating new business from an existing client is easier than generating business from a new client. While project managers understand this, they are often so focused on their current project that they don't even notice when a client mentions a "next project" opportunity. They sometimes fail to treat a client's request for additional work on a current project as a "business development" opportunity that may lead to an entirely new project. This one-day program takes a step-by-step approach to identify at the ten actions that an employee can take to play an effective role in business-development. Through a series of short presentations and highly interactive small-group exercises, project managers will acquire a wealth of tools, tips, and techniques that they can immediately apply back at work. Don't let lost opportunities become your competition's next sale! Help your employees master the techniques and to play their role in finding and closing your next project. You will enhance your personal effectiveness and increase your organization's capacity to achieve its true business goals. Upon Completion, You will be able to: Actively recognize business development opportunities for your firm   Understand how marketing and sales work hand-in-hand Listen to clients to "uncover" new opportunities Move from negotiation to closing with potential clients Manage client relationships more effectively Overcome client obstacles and handle client objections early in the process Write a personal business-development plan to use your first day back at work Who Will Benefit? Executives who mentor project managers on how to develop business opportunities Senior managers who want direct reports "step up" to business opportunities Project and program managers who work closely with new and existing clients Team members who want to contribute to the growth and development of their firms Project managers and team leaders who want to make a difference in the bottom line Agenda Morning Identifying, Qualifying and Capturing Opportunities ·      Learn how to recognize "real" opportunities ·      Network, Network, and Network! ·      Develop effective questioning strategies Proposals & Presentations ·      Get to "Go/No Go" . Prepare to participate actively in creating proposals and presentations  ·      Learn to talk client representatives at any level Negotiating and Closing ·      Determine what you can give and what you must get ·      Figure out what drives your stakeholders ·      Know exactly how to "ask" for the business Afternoon Gaining Momentum: Client Relationship Management ·      It's all about the relationship - not the sale, not the project ·      Develop trust and build confidence ·      Deliver superb account management Overcoming Common Obstacles to Success ·      Learn how to identify objections EARLY ·      Gain and maintain agreements ·      Identify responses that help close the deal Personal Business Development System ·      Get your collateral (huh?) organized ·      The steps your competition "forgets" ·      Strategies for sustaining the pipeline A Call to Action ·      Focus, measure, commit, succeed! Contact us early to be sure to get the training dates you need.