Biz Dev Essentials Course

Our live Biz Dev Essentials incorporates our exclusive web app BizDevCoach® as a training tool. Here’s a quick intro to BizDevCoach®

Please join us for a valuable business development course called Biz Dev Essentials. This course is a great way to introduce business development to younger colleagues and refresh the skills of everyone else in your firm. It’s a unique blend of training and technology – and unparalleled, on-going support using our PlanPal buddy system. There is nothing like this in the marketplace.

The course includes:
    • 4 weekly, 40 minute live lectures via telephone
    • 1 year of full access to our proprietary web app BizDevCoach®
    • A package of supplemental business development tip sheets, worksheets, and articles
    • A 30 minute one-on-one, confidential coaching session via telephone

Each lecture is packed with important concepts and practical strategies. The meetings are scheduled for 4 consecutive weeks beginning on Tuesday October 15, 2019. This engaging and motivational program is based on established adult learning models and provides proven strategies for overcoming obstacles, creating a practical biz dev plan, and then implementing that plan. Each session assigns tasks to work on. If a session is missed, all the sessions will be recorded and available for review for one month after the last session.

We’ve been coaching professionals in business development since 1983. This course is the most comprehensive program we have ever provided.

The instructor is Robert Kohn. He has over 28 years of experience in business development training and coaching for professionals. He is one of the pioneers in this business. His approach is to help our clients identify strategies that they actually want to implement.

4 Session Live Online Course

Our live course will walk you through every step of the the business development process, to overcome your barriers, optimize your strategy, and make biz dev an integrated part of your life.

Course Dates
• Tuesday, October 15, 2019 at 1:30 p.m. Pacific
• Tuesday, October 22, 2019 at 1:30 p.m. Pacific
• Tuesday, October 29, 2019 at 1:30 p.m. Pacific
• Tuesday, November 5, 2019 at 1:30 p.m. Pacific

Cost – $249
Cancellation policy – Full refund available prior to the 2nd session.

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The curriculum covers:
Becoming motivated to develop business
    • The benefits of business development
    • The obstacles to business development
        ◦ Lack of time
        ◦ Skepticism
        ◦ Fear of humiliation
        ◦ Confirmation bias
    • Solutions to the obstacles
Using business development time wisely
    • Improving structure
    • Targeting
    • Time management
Communicating value
    • Identifying your positive personal characteristics
    • Creating superior service offerings
Building a community of targets
    • Three strategies for meeting new people
        ◦ Introductions from people you know
        ◦ Finding target-rich environments
        ◦ Conducting events
Building your contact database
Techniques for building relationships with targets
    • Three reasons for reaching out to targets
        ◦ Social
        ◦ Research
        ◦ Offer value
    • Building trust
    • Value-based offers
    • Planning good dialogue
    • Public Speaking
        ◦ Giving war stories
        ◦ Describing the rules that guide your practice
        ◦ Collateral materials
        ◦ Getting published
        ◦ Developing a drip marketing program
        ◦ Social media
        ◦ Capturing your pearls of wisdom
Techniques for motivating prospects and referral sources
Techniques for closing
    • Meeting the decision makers
    • Identifying the approval procedures
    • Improving your presentation skills
    • Overcoming objections
    • Making low-barrier offers
Expanding client relationships
    • Forwardable offers
    • Client maintenance offers
    • Getting Feedback
Putting your ideas into action
    • Selecting your best targets
    • Scheduling to-dos for each target

The cost of the course is $249 per participant. Group discounts are available. A full refund is available prior to the second session.