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BD Masterclass

ACCELERATE YOUR CAREER WITH EMOTIONAL INTELLIGENCE

Learn, connect, and level up with the best. In only two weeks, you’ll discover how to build meaningful connections and the exact processes, tactics, and strategies that work. 

download syllabus
enroll now
100% Online
INSTRUCTOR-LED
Duration
2 WEEKS (+ 2 WEEK PREP)
Weekly Study
4-6 HOURS PER WEEK
Certification
CERTIFICATE & PMI PDUS
CERTIFICATION PROGRAM

BD Masterclass

ACCELERATE YOUR CAREER
WITH EMOTIONAL INTELLIGENCE

Learn, connect, and level up with the best. In only two weeks, you’ll discover how to build meaningful connections and the exact processes, tactics, and strategies that work. 

GET SYLLABUS
ENROLL NOW
100% Online
INSTRUCTOR-LED
Duration
2 WEEKS (+PREP)
Weekly Study
4-6 HOURS PER WEEK
Certification
CERTIFICATE & PMI PDUS

Whether you’re new to business development, you’re in a capture or supporting role, or you’re a seasoned professional, this course is for you. 

Join great 
companies like

Whether you’re new to business development, in a supporting role, or you’re a seasoned professional, this course is for you. 

Join great 
companies like

Hear From Students:

HEAR FROM OUR STUDENTS:

BD Emotional Intelligence Certification Student Reviews

build trust and customer affinity with

Emotional Intelligence

You’re going to learn how to differentiate yourself by creating meaningful connections with customers and stakeholders.

THIS COURSE IS GREAT FOR:

NEW BD PROFESSIONALS

SEASONED BD PROFESSIONALS

CAPTURE &
PROGRAM MNGRS

CONTRACTING
OFFICERS

SMES &
TECH EXPERTS

You Should Join Us If You:

WANT TO BE A

Customer Relationship Magnet

Relationship
Magnet

Easily get meetings, keep their attention, and build deep trust with customers and peers.

WANT TO BE A

Trusted Advisor to Customers

Trusted
Advisor

Be seen as the differentiator and trusted for your value, always ready with smart questions.

WANT TO BE AN

Elite Presenter

Top
Performer

Know their true needs and impact armed with the competitive intelligence for a winning edge.

  • Concerned about being perceived as “that” salesperson, a beltway bandit or as a slimy contractor.
  • Haven’t been trained how to Identify, Qualify, and Shape opportunities.
  • Frustrated when BD, Capture, and your Leadership are not on the same page about quality opportunities.
  • Tired of stakeholders continually questioning your customer intelligence.
  • Concerned about what  customer intelligence to  provide at gate or opportunity reviews.
  • More focused on capabilities briefings and selling than intelligence gathering.
  • Providing generic solutions that don’t seem to solve the true customer problem.
  • Worried about wasting resources writing proposals and chasing opportunities you know can’t be won.
  • Frustrated that your competitors seem to collect the Human Intelligence needed to win.
  • Concerned about being perceived as “that” salesperson, a beltway bandit or as a slimy contractor.
  • Haven’t been trained how to Identify, Qualify, and Shape opportunities.
  • Frustrated when BD, Capture, and your Leadership are not on the same page about quality opportunities.
  • Tired of stakeholders continually questioning your customer intelligence.
  • Concerned about what customer intelligence to provide at gate or opportunity reviews.
  • More focused on capabilities briefings and selling than intelligence gathering.
  • Providing generic solutions that don’t seem to solve the true customer problem.
  • Worried about wasting resources chasing opportunities you know can’t be won.
  • Frustrated that your competitors seem to collect the Human Intelligence needed to win.

You Should Join Us If You:

WANT TO BE A

Customer Relationship Magnet

Relationship Magnet

Easily get meetings, keep their attention, and build deep trust with customers and peers.

WANT TO BE A

Trusted Advisor to Customers

Trusted Advisor

Be seen as the differentiator and trusted for your value, always ready with smart questions.

WANT TO BE AN

Elite Presenter

Top Performer

Know their true needs and impact armed with the competitive intelligence for a winning edge.

elevate your win rates

Through Relationships

Approaching business in a way that improves your relationships
isn’t just wishful thinking anymore—it’s a necessity.

 Customers and stakeholders are looking to you
to be their valuable resource and partner. 

by the end of this program you will have:

Approaching business in an authentic way isn’t just wishful thinking anymore—it’s a necessity.

A clear plan to connect with your customers and develop customer affinity & intimacy

Improved interpersonal communication and common human intelligence lexicon

A solid strategy to gather the customer human intelligence needed to stand apart

New methods to proactively identify, qualify, and shape opportunities early

The confidence needed to navigate gate and opportunity reviews with ease

The understanding how to handoff organized, synthesized intelligence to stakeholders

elevate your win rates

Through Relationships

Approaching business in a way that improves customer intimacy isn’t just wishful thinking anymore—it’s a necessity. Customers and stakeholders are looking to you to be their valuable resource. 

WHEN YOU FINISH YOU WILL HAVE:

A clear plan to connect with your customers and develop customer affinity & intimacy

Improved interpersonal communication skills and common human intelligence lexicon

A solid strategy to gather the customer human intelligence needed to stand apart

New methods to proactively identify, qualify, and shape opportunities early

The confidence to navigate gate and opportunity reviews with ease

The understanding how to handoff organized, synthesized intelligence to stakeholders

BLENDED, immersive

Curriculum

BD

TRAINING

The blended curriculum consists of prework, classroom sessions, implementation exercises, and coaching sessions.

1. Understand Yourself & Others

  • Understand why conventional sales methods do not work in today’s information age.
  • Learn how Elite professionals differentiate themselves and create a competitive advantage.
  • Deep dive into authenticity and learn to overcome your critical inner voice.
  • Take inventory of your character and know the difference between how you see yourself and how others see you.
  • Learn how your intention stops your customer from seeing you as just another salesperson.

2. EI Knowledge & Skills

  • Discover how decisions are driven by emotions and later supported with data.
  • Learn why EI is key to understanding customer buying behavior and establishing relationships.
  • Assess your Relationship Quality and categorize your current customers.
  • Discover how to be an invaluable part of your customer’s process and how to help them achieve their goals.
  • Understand the signals you and others send through body language.
  • Discover why you often present a solution prematurely and its impact on your success.
  • Learn the poise and clarity you need to deal with challenging or difficult questions.

3. Engagement Method & Process

  • Assess your current engagement method and determine its effectiveness. 
  • Learn to apply the Hi-Q Engagement Method™ to improve engagement and achieve consistent results. 
  • Discover the essentials in planning and preparing for extremely productive meetings.
  • Understand why first impressions are so critical and how you can significantly improve it, even virtually. 
  • Learn how the Elite effortlessly engage the right customers and ask the right questions at the right time. 
  • Discover why gathering requirements is easy, but uncovering the impact is critical for success.
  • Amplify your curiosity as a secret weapon to identify the customer’s true needs. 
  • Master the skill of shaping customer thinking and requirements early in their buying cycle.
  • Learn why you should stop chasing customers and instead, guide the customer to define next steps. 
  • Understand how a common language can simplify internal collaboration and improve opportunity reviews.

4. Immersive: Group Reinforcement

These highly immersive and engaging sessions apply your team’s new knowledge of key Emotional Intelligence concepts to improve their customer engagement success. These interactive sessions were designed to replicate the experience of in-person learning. We achieve this by combining self-assessments, group discussions, and sharing key learning points in a group environment to spark discussion and reinforce training.

5. Immersive: Opportunity Simulations

Most training programs end there—but we go deeper. For the next three interactive sessions, your team will apply their new skills by engaging in roleplay, brainstorming exercises, and active group discussions.

Over the past 30 years, we’ve seen time and time again these customer engagement methods are best applied in interactive coaching sessions. 

This is always an eye-opening experience for students, as most professionals don’t realize what habits are holding them back. In these sessions, your team will discover the incredible shift these methods create in customer conversations (both from their perspective and the customer’s as well). In real-time, they will receive immediate coaching feedback throughout the session, and leave with both new skills and a new perspective. By using a proactive and purpose-driven method, they can experience phenomenal success and be seen as a trusted advisor —not as a pushy salesperson.

Want more? Download the syllabus.

Business Development Masterclass Curriculum

2 WEEKS OF IMMERSIVE

Experiences

Learn, connect and level up with the best in only 2 weeks: 

Class Prep: Video Exercises

class prep: self-paced video exercises

3 Interactive Class Sessions

3 interactive classroom sessions (1.5 hrs)

3 Interactive Coaching Sessions

3 coaching & roleplay simulations (1.5 hrs)

Templates, Tools & Checklists

templates, tools & checklists

Hi-Q Method Gap Assessment

hi-q methoD™
gap ASSESSMENT
 

UPON COMPLETION

Certification

Once you’ve completed the program, you’ll receive your certificate in the mail.

We will also provide a digital certificate badge for your website or social media, and a free announcement you can use to share your accomplishment.

We offer a wide variety of continuing education credits from PMI-Project Management Institute, NCMA National Contract Management Association, Professional Engineers and more.

BD Masterclass Certificate

blended

Curriculum

Business Development Masterclass Curriculum

1. Understand Yourself & Others

  • Understand why conventional sales methods do not work in today’s information age.
  • Learn how Elite professionals differentiate themselves and create a competitive advantage.
  • Deep dive into authenticity and learn to overcome your critical inner voice.
  • Take inventory of your character and know the difference between how you see yourself and how others see you.
  • Learn how your intention stops your customer from seeing you as just another salesperson.

2. EI Knowledge & Skills

  • Discover how decisions are driven by emotions and later supported with data.
  • Learn why EI is key to understanding customer buying behavior and establishing relationships.
  • Assess your Relationship Quality and categorize your current customers.
  • Discover how to be an invaluable part of your customer’s process and how to help them achieve their goals.
  • Understand the signals you and others send through body language.
  • Discover why you often present a solution prematurely and its impact on your success.
  • Learn the poise and clarity you need to deal with challenging or difficult questions.

3. Engagement Method

  • Assess your current engagement method and determine its effectiveness. 
  • Learn to apply the Hi-Q Engagement Method™ to improve engagement and achieve consistent results. 
  • Discover the essentials in planning and preparing for extremely productive meetings.
  • Understand why first impressions are so critical and how you can significantly improve it, even virtually. 
  • Learn how the Elite effortlessly engage the right customers and ask the right questions at the right time. 
  • Discover why gathering requirements is easy, but uncovering the impact is critical for success.
  • Amplify your curiosity as a secret weapon to identify the customer’s true needs. 
  • Master the skill of shaping customer thinking and requirements early in their buying cycle.
  • Learn why you should stop chasing customers and instead, guide the customer to define next steps. 
  • Understand how a common language can simplify internal collaboration and improve opportunity reviews.

4: Group Reinforcement

These highly immersive and engaging sessions apply your team’s new knowledge of key Emotional Intelligence concepts to improve their customer engagement success. These interactive sessions were designed to replicate the experience of in-person learning. We achieve this by combining self-assessments, group discussions, and sharing key learning points in a group environment to spark discussion and reinforce training.

5. Opportunity Simulations

Most training programs end there—but we go deeper. For the next three interactive sessions, your team will apply their new skills by engaging in roleplay, brainstorming exercises, and active group discussions.

Over the past 30 years, we’ve seen time and time again these customer engagement methods are best applied in interactive coaching sessions. 

This is always an eye-opening experience for students, as most professionals don’t realize what habits are holding them back. In these sessions, your team will discover the incredible shift these methods create in customer conversations (both from their perspective and the customer’s as well). In real-time, they will receive immediate coaching feedback throughout the session, and leave with both new skills and a new perspective. By using a proactive and purpose-driven method, they can experience phenomenal success and be seen as a trusted advisor —not as a pushy salesperson.

Want more? Download the syllabus.

2 WEEKS OF MODERN

Delivery

Our blended approach reduces the time you
spend away from your customers.

➕ CLASS PREP: SELF-PACED VIDEO EXERCISES
➕ 3 CLASSROOM SESSIONS (1.5 HRS)
➕ 3 COACHING & ROLEPLAY SIMULATIONS (1.5 HRS)
➕ HI-Q METHOD GAP ASSESSMENT

UPON COMPLETION

Certification

BD Masterclass Certificate

Once you’ve completed the program, you’ll receive your certificate in the mail.

We offer a wide variety of continuing education credits from PMI-Project Management Institute, NCMA National Contract Management Association, Professional Engineers and more.

30+ yrs expert trainer + real-world experience

30+ yrs expert trainer +
real-world experience

Experienced BD Leaders

Experienced BD Leaders

For over 20 years, Nic has partnered with thousands of individuals and hundreds of companies to improve or accelerate their revenue growth in predominantly Government markets. Nic focuses on creating and delivering training programs designed to improve the efficiency and effectiveness of Human Intelligence in winning opportunities. He is a subject matter expert on the development and implementation of Business Development and Capture processes. A native of Pietermaritzburg, South Africa, Nic has a Bachelor of Social Science degree from the University of Kwa-Zulu Natal and an MBA from Edinburgh Business School.

Nic Coppings

senior partner

Bradley leverages his 30-plus years of leadership to help companies focus less on selling and more on the reasons their customers buy.

Brad has helped transform numerous companies throughout his career by implementing unique growth methods in complex customer strategies. He has served in various roles, including a Business Developer, VP BD, BD and Capture Strategist, Managing Director, VP Global Sales and Marketing, COO, and CEO. Brad has a Computer Science degree from Spartanburg Methodist College and advanced coursework from the University of SC.

Bradley Lewis

Senior Partner

Leadership

30

YEARS EXPERIENCE

Experience

2,181

students & counting

Skill

59%+

pursuit accuracy

Growth

32%+

win rate increase

what makes this so different?

We’re Glad You Asked

How is this different from other BD courses?

We don’t teach BD process, we teach how to use an engagement method to enhance your internal process.

Everyone has a Sales, BD, or Capture process, yet most business development professionals are never taught how to connect with customers or gather game-changing intelligence!

In this course, you will learn a proven trust-based engagement method commonly used by elite performers and position yourself as a valuable customer resource.

If you’re ready to significantly improve your customer engagement performance in less than two weeks, it’s time to join us in our next session.

Is this only for BD and Sales professionals?

Absolutely not.

Over the last 30 years, about 30% of our students are not business development professionals.

Why? Because these communication skills cross roles and titles.

Roles that find value in this course include:

  • Engineers
  • Purchasing Reps
  • Operations
  • Program Managers
  • Contracts Specialists
  • Executives
  • MARCOM- Marketing & Communications
  • Sales and Sales Leadership
  • Technical and Functional Leaders
  • Capture Leads and Team Members

This course is for those who engage in customer meetings, and business growth initiatives in the pursuit of winning business opportunities, both in the federal and commercial markets.

What is the structure of the course?

This program is a blended course made up of instructional videos and virtual instructor-led sessions. Each program offers limited seating to ensure you have access to the instructors.

  • Preparation Session  (2-3 weeks) – You will have access to the preparation materials 3 weeks before we start.
  • Classroom Sessions (Week 1) – Tuesday-Thursday, we’ll cover advanced concepts in 1.5 hour lunch sessions.
  • Coaching Sessions (Week 2) – Tuesday-Thursday, we’ll cover roleplay scenarios in 1.5 hour lunch sessions.

A comprehensive workbook will be provided to you in electronic format. This editable workbook will be used for note-taking and will contain additional information about the content and all the exercises and assessments to be completed. It will also include all templates, checklists, and other special guides.

What is the time commitment necessary?

Outside of the immersive lunch sessions over 2 weeks, we recommend you commit 10-12 hours to watch all the self-study video curriculum and complete the course exercises.

What is the Hi-Q Method™?

A proprietary 5-phase engagement method that integrates into your BD process, not the other way around.

The Hi-Q Method™ is a proprietary engagement method designed to help your team learn, apply, and master the appropriate customer engagement skills required for success.

We have identified and outlined the critical thinking, skills, and behaviors most needed to improve BD performance, improve the quantity and quality of Human Intelligence your customers share and improve the efficiency and effectiveness of your customer interactions.

How do I enroll?

To enroll in the course, you can click on any of the “Secure Your Seat” buttons on this page.

If you want to register but you’re interested in a later date, select the appropriate course date in checkout.

If you have any questions, you can contact us at any time by sending an email to [email protected].

How do I register my team?

If you want to register more than one person at a time, please reach out to us directly at [email protected] or call us at 704-486-2200 for special group pricing options.

Do you offer flexible payment options?

Yes, absolutely.

For flexible payment options, please reach out to us directly at [email protected] or call us at 704-486-2200.

What happens once I secure my seat?

As the start date approaches, you will receive login information for the class private community and other materials to prepare for the class. Our instructors will keep in touch throughout the course to keep you on track.

it’s time to transform your relationships

Before You Get Left Behind

If you continue to use the same old techniques,
you’ll lack the deep customer intel you need to succeed.

Let’s change that now.

If you continue to use the same old techniques, you’ll lack the deep customer intel you need to succeed. Let’s change that now.

This will totally change the way you think about connecting with people and building relationships.

Dennis D.

Instrumental in helping with self-discovery of old habits and replacing them with a method that dramatically improves connection, competency, and character.

Don F.

It has really helped me have a different perspective for my customer calls in order to improve my relationships.

Carlos S.

how do you know 

If This Is Right for You?

Do you believe your customer intimacy is good enough?

DO YOU ROUTINELY HAVE:

WELL, DO YOU ROUTINELY HAVE:

  • Internal stakeholders that seem to know more about the customer’s problems than the customer does?
  • Struggles developing relationships virtually?
  • Less time to gather actionable customer intelligence due to time spent on capabilities briefings?
  • Lackluster customer relationships compared to your competitors?  
  • Frustrated customers after being pitched products or services they don’t want? 
  • Fear your customers will see you as “that” sales guy now that you’re in BD? 
  • A capture team with everyone focused on different priorities?
  • Internal stakeholders that seem to know more about the customer’s problems than you do?
  • Struggle to develop relationships virtually?
  • Less time to gather actionable customer intelligence due to time spent on capabilities briefings? 
  • Lackluster customer relationships compared to your competitors?  
  • Frustrated customers after being pitched products or services they don’t want? 
  • Fear your customers will see you as “that” sales guy now that you’re in BD? 
  • A capture team with everyone focused on different priorities?

If so, it’s time to change before your competitors do.

enroll now

Upcoming Dates

ONLY 6 SEATS LEFT!

Nov 29 – Dec 8, 2022
POPULAR
INSTRUCTOR-LED
BD Masterclass
Teaching everything you need to enhance your business development processes through meaningful connections, increasing win rates.

deadline: nov 15

deadline: nov 15

Feb 7 – Feb 16, 2023
POPULAR
INSTRUCTOR-LED
BD Masterclass
Teaching everything you need to enhance your business development processes through meaningful connections, increasing win rates.

deadline: JAN 24

deadline: jan 24

QUESTIONS? CALL 1 (704) 486-2200 

These are real testimonials from our students. As with any sales-related programs, your results using the Hi-Q Method may vary and will be based on many variables, such as your level of effort, personal qualities, knowledge, skills and a host of other factors. As these factors differ for each individual, we cannot guarantee your success or results when implementing these practices. For more information, view our Course Terms & Conditions.

These are real testimonials from our students. As with any sales-related programs, your results using the Hi-Q Method may vary and will be based on many variables, such as your level of effort, personal qualities, knowledge, skills and a host of other factors. As these factors differ for each individual, we cannot guarantee your success or results when implementing these practices. For more information, view our Course Terms & Conditions.

PRIVACY POLICY ..|.. TERMS OF USE ..|.. © HI-Q GROUP, LLC.

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