ATI's Business Development course offers up the secrets to success in business development. The course presents the latest trends and techniques in understanding the sales process, developing a new business funnel, marketing your brand, collecting competitive intelligence and strategizing for a capture win. It is designed to improve how you do business and expand your business capture. A CDRom containing course materials is provided. The basic two-day course is offered in conjunction with two one-day companion business strategy courses: Competitive Intelligence: Practices and Techniques, and The Successful Capture Manager. See below.

Tuition:

Instructor:

Jim Cantrell, President and CEO of Strategic Space Development, is an enthusiastic instructor who is well-known in the field of business development. A founder of several entrepreneurial start-ups, Mr. Cantrell will not waste your time with academic theory but give hands-on examples of the hidden forces at work, show you how to "follow the money" and how to guide a prospect from uncertainty to a high probability sale. Mr. Cantrell has served on major government source selection boards and as an aerospace executive. He provides valuable information, techniques and skills the moment you step out of the course.

Contact this instructor (please mention course name in the subject line)

What You Will Learn:

This course is designed for the executive, business development professional, small business owner and engineers new to the areas of sales and proposal development. The instructor will lead you through the maze of how buying decisions are made, where to locate and develop opportunities, how to develop a capture and proposal strategy and how to execute that strategy to maximize your win rates.  Also discussed are many of the organizational and management challenges of running new business capture campaigns as well as managing a business development staff.  By attending this seminar you will learn useful techniques for gathering competitive intelligence and winning new business.

Key Elements:

• Understanding the sales process
• Developing the new business funnel
• The role of marketing and brand generation
• Developing Competitive Intelligence
• Proposal strategy development and execution

Course Outline:

Business Development 2-day course:

1. Business development - What it is and how it’s done
   
2. Effect of organizational dynamics on the business development process
   
3. Market and competitive intelligence
   
4. The powerful role of branding
   
5. Developing new business leads
   
6. Strategic Selling
   
7. Capture management
   
8. Shaping the competitive landscape in your favor
   
9. Proposal strategy development
   
10. Source selection activities
    
11. Managing business development efforts

Companion course:

Competitive Intelligence: Practices and Techniques

Summary:

This 1-day course is offered as a companion course to Business Development: Secrets to Success. This course focuses on the techniques and approaches for gathering competitive intelligence to support capture efforts. This is an eye-opening view into the world of competitive intelligence gathering, how it is done and some of the pitfalls. A CDRom containing course materials is provided.

Tuition:

Instructor:

Also taught by Jim Cantrell

What You Will Learn:

This course demonstrates how to develop open source competitive intelligence from places such as the internet, lobbying reports, SEC filings, professional networks, and conducting information synthesis. Discover the legal and ethical considerations when gathering and using competitive intelligence. Also learn the major stages of a competitive intelligence campaign and how to successfully execute it.

Course Outline:

Competitive Intelligence: Practices and Techniques 1-day course:

1. Competitive intelligence techniques and uses
   • Sources of competitive intelligence
   • Information versus intelligence
   • Standards of information credibility
   • The intelligence analysis process
   • Integration of intelligence into business decisions
   • Pitfalls of competitive intelligence
2. Competitive intelligence case studies
3. Mining the internet
   • Closely held companies
   • Publicly traded companies
   • Individuals
   • Products
   • Federal awards and procurements
   • Freedom of Information Request
4. One-on-one with other professionals, customers, and competitors
5. Competitive intelligence activities – Approaches and examples
   • Analyzing a competitor
   • Developing a competitive analysis
   • Developing a competitive scoring system
6. Legal and ethical considerations
7. Hands-on examples
8. Operational security considerations

The Successful Capture Manager