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The ability to effectively establish and practice a systematic methodology for assessing, qualifying and positioning personal & firm value that is closely aligned with client and candidate needs is at the core of this program.
The participant will understand the strategy, application and outcomes of target prospecting, effective lead generation tactics and the value of networking and referrals in accelerating the awareness and appropriateness of new business development opportunities, leveraging and maximizing one's expertise, and gaining access to potential clients.
Participants will learn how to:
- Increase the probability of business development success by:
- Implementing a repeatable systematic processes
- Leveraging prior experience, events and factors that make prospects worthy of time and resources
- Building a networking capability resulting in a "mature network" of contacts that drive referrals and broker potential client relationships
- Developing a working knowledge of how to effectively establish, utilize and systematically communicate with this network
Senior faculty members will explore the value of qualifying an opportunity in a value-based context; clarifying the long- & short-term ROI that the opportunity brings, the probability for success and the degree to which the assignment(s) positively increases brand recognition.
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