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Course Description

The advanced 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.

Participants will focus on 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 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. 

 

This course is advanced and designed for the executive, business development professional, small business owner and engineers new to the areas of sales and proposal development.

Course Objectives

Upon completion of this course, successful students will be able to: 

 

  • Understand the role of business development in the marketing and the sales process
  • Explain how buying decisions are made
  • Identify new business opportunities and lead generation strategies
  • Craft a business development and lead generation campaign
  • Develop a capture and proposal strategy
  • Manage a business development team

Notes

This course is an open enrollment course. No application is required and registration is available by clicking "Add to Cart." Current students must register with their Georgetown NetID and password. New students will be prompted to create an account prior to registration.
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