Certified Business Development Professional

Certified Business Development Professional

Program Information

Certified Business Development Professional

February 23 – 25, 2017


This program focuses on the tools and techniques required to develop new business. Without them, sales will stagnate and profits will drop. The course also addresses ways to maximize the company’s profitability by fostering relationships with potential players and key decision makers in the market.


By attending this program, business development professionals will acquire what they need to create and implement promotional drives in order to spur the company’s market prospects and design cost effective yet innovative options to boost sales.


The trainer will lead you through 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.


Who should attend this program?

Sales reps, sales supervisors and managers, and account managers, business development executives, business owners and managing directors who would like to professionally develop themselves by seizing business opportunities and using them to improve personal management and showcasing skills.


Program Outline

Module 1: Business development – What it is and how it’s done

  • Business development: definition and scope
  • Account analysis and qualification
  • What is account management
  • Understanding the buy-sell ladder model
  • Client classification: building an ideal client profile
  • Understanding and working the customer loyalty ladder

Module 2: The business planning process

  • Using the STAR business planning process:
    • Strategic analysis
    • Targets and goals
    • Activities
    • Reality check
  • Conducting customer surveys to identify important service criteria
  • Preparing an account development plan
  • Building client chemistry with F.O.R.M

Module 3: Re-defining your processes for breakthrough results

  • Reviewing the selling process
    • The selling process
    • Functional product/service/company knowledge
    • Unique/distinctive selling points
    • The sales competitors analysis form

Module 4: Re-engineering your team selling process to avoid mistaking motion for action

  • The value-added selling process
  • A simple framework for developing new business
  • Create and deploy weapons
  • Your best friend: the phone
  • Creating a client-centered code of conduct (DART model)

Module 5: Effective negotiation skills

    • The definition of negotiation
    • Some negotiation philosophies
    • The difference between persuading and negotiating
    • The five stages of the negotiation process
    • The critical rules of negotiation
    • The phases of the purchasing decision
    • Establishing relative importance of differentiators
    • Influencing decision criteria
    • Vulnerability analysis
    • Workshop: completing your negotiation plan

Module 6: Building and leading the business development team

    • Stages in team formation
    • Building a high performance team
    • Defining team roles
    • The team motivation mix
    • Management versus leadership
    • Practices of exemplary leaders (industry practices)

Module 7: Writing business proposals that sell

    • Writing a typical business proposal
    • Formatting tips and tricks for winning proposals
    • The process of developing successful project proposals
    • Workshop: creating your own project proposal


  • Schedule: February 23 – 25, 2017
  • Program fee: USD350 (Lunch, coffee, snacks, learning materials are included. Tax is exclusive. No tax for individual participants who pay their own fee. 15% withholding tax will be grossed up to invoice for those participants registered by their companies.)
  • Venue: Sunway Hotel (Phnom Penh)
  • Time: 8:00am – 5:00pm
  • Language of instruction: Khmer


Deadline of Enrollment
Please, submit your enrollment latest by February 18, 2017.

Fees, Payment and Cancellation
After enrollment notification, we will send you an invoice via email. Payment of the program fees is required to be made prior to the start of the program. Participants can request to make the payment after completion of the program within 15 days of the invoice date. We accept payments by bank wire transfer, company checks and cash.

Participants are required to notice us about their cancellation at least 7 days prior to the training and the fees will be fully refunded. Notice of cancellation less than 7 days will be fully charged. Notice of cancellation shall be notified via written email.

Phnom Penh Business School reserves the rights to change the programs, dates, fees, and trainers to ensure quality, effectiveness and standard preparation.