Visioning and Planning for Business Development Training

Business development can be the innovation hub of your organization, and an exciting career for visionary and strategic professionals. It can be a source of disruptive strategies and partnerships that help companies to leapfrog their competitors.

Forming a strategic vision should provide long-term direction, delineate what kind of enterprise the company is trying to become, and infuse the organization with a sense of purposeful action. Vision serves as a unifying focal point for everyone in the organization 

Day One

• Revisiting the Value and Mission of Enterprise vs Customers
• Creating Value Statements and Customer buying journey
• The Go-Forward Plan: 2M + 2P
  • Market
  • Money
  • Product
  • People
• Innovate and Respond to Change
• Phases of the Business
  • Climbing
  • Winning
  • Valley of desperation
  • Zone of freefall

• Four paths to new value innovation
• Reconfiguring the market factors

Day Two

•  Planning for Business Development
• Using PESTLE to Analyse External Factors
• How to balance the needs of diverse stakeholders?
• Analysing the Capabilities of your Own Organisation
• Pyramid Structure
• Undertaking Valuable SWOT Analyses
• Turning Analysis into Strategic Plans
• Planning Cycle
•  Business Development
• Business development - What it is and how it’s done
• Business development Process 
• Effect of organizational dynamics on the business development process 
• Developing new business leads 

Day Three

• Igniting the Creative Spark in your Team 
• Big Picture Thinking – Why are we here?  What are we trying to create?
• The Big 5 P’s of Creativity – Philosophy, Place, People, Process and Product
• Vision Boards – Harnessing the Power of Intention
• Tapping into and Motivating Talent
• Empowering Individual and Team Creativity
• 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

Day Four

• Risk Based Strategic Planning (The big 7)
• Market Performance Risk
• Regulatory Risk
• Product/Services Risk
• Operation Risk
• Credit Risk
• Interest rate Risk
• Reputation Risk
• Tools, techniques in Target-Setting
• Forecasting volumes, target-setting and developing the budget
• Break-even analysis and contingency planning
• Pricing for profit
• Marketing and Business Development Meeting Point
• Need / Want I Market /
• Transaction / Exchange
•   4Ps
• Product.                        
• Product concept
• Parts of product (core / actual/augmented) Product classification.
• Branding and its importance
• Levels of brand familiarity 
• Packaging and its importance
• Parts of packaging

Day Five

• Product life cycle
• New product development process
•  Price
• Pricing and its importance in marketing Internal and external factors affecting Price
• Pricing Basic price setting approaches 
• International and export pricing
• Price adjustment techniques
• Place
• Distribution system defined
• Why distribution is important?
• Channels management and dynamics Vertical vs horizontal distribution system
• Promotion
• Promotion and its objective
• Promotional-Mix: Advertising, Publicity, Sales promotion activities,
• Personal selling and public relation
•  Product vs. Service
•  Quality
•  Marketing System
• Business / Profits
• Difference between marketing and Selling
• Marketing Management Philosophies
•  Market segmentation, positioning, targeting
• Decision-making and problem-solving in Business Development
• Rational and non-rational decision-making
• Structured problem-solving
• Novelty, complexity and ambiguity
• Phases in problem-solving

Sales Managers, Area Managers, Regional Managers, General Manager Sales, Assistant General Manager Sales, Marketing Managers, Sales and Marketing Managers