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COURSES
FEDERAL

BD

TRAINING

YOUR BD PROCESS

+ EMOTIONAL INTELLIGENCE


FEDERAL

BD

TRAINING

YOUR BD PROCESS

+ EMOTIONAL INTELLIGENCE


UPCOMING CLASSES
DURATION

2 weeks
4-6 hrs/week

PROGRAM FEE

$1,995

UPCOMING CLASSES
DURATION

2 weeks
4-6 hrs/week

PROGRAM FEE

$1,995

CLIENTS INCLUDE

CLIENTS INCLUDE

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. 

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

HEAR FROM OUR STUDENTS BELOW:

You’re going to learn everything you need to improve your win rates through meaningful connections with customers and stakeholders. This shift will build trust, improve customer affinity, and differentiate you from your competition.

THIS COURSE IS GREAT FOR:

NEW BD PROFESSIONALS

SEASONED BD PROFESSIONALS

CAPTURE &
PROGRAM MNGRS

CONTRACTING
OFFICERS

SMES &
TECH EXPERTS

SECURE YOUR SEAT IF YOU ARE:

  • 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.

You’re going to learn everything you need to improve your win rates through meaningful connections with customers and stakeholders, and how this shift will build trust and improve customer affinity.

SECURE YOUR SEAT IF YOU ARE:

  • 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.

Elevate Your PWin Through Customer Engagement

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 and partner. 

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

BY THE END OF THIS PROGRAM YOU WILL HAVE:

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 method to proactively identify, qualify, and shape opportunities early

A clear strategy needed to navigate gate and opportunity reviews with ease

A new process to handoff organized, synthesized intelligence to stakeholders

Elevate Your PWin Through Customer Engagement

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 method to proactively identify, qualify, and shape opportunities early

A clear strategy needed to navigate gate and opportunity reviews with ease

A new process to handoff organized, synthesized intelligence to stakeholders

BLENDED

CURRICULUM

BD

TRAINING

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

The 3 C's Needed for Engagement Success

The fundamentals needed for customer engagement success.

· What elite professionals do
· Winning in the Federal market
· Everybody Sells

IS YOUR CHARACTER THE KEY TO SUCCESS?

How your operating system will significantly impact your role success.

· Know your character
· How others perceive you
· Being true to your purpose

TAKE 'SLEAZY' OUT OF SALES

How Customer Engagement and Sales can be a noble profession.

· Your Intent

THE CONFUSION ABOUT COMPETENCE

How the most critical competency for success is often confused.

· Applying your expertise in the role
· Federal BD Competency Assessment
· The secret to relationship success

DOES EMOTIONAL INTELLIGENCE MATTER

How to use EQ to enhance communication and relationship strength.

· Fundamentals of Emotional Intelligence
· People Skills
· Understand your dominant communication style

DEMYSTIFYING CUSTOMER CONNECTION

How to enhance your connection and trust with both your external and internal customers

· Customer affinity
· How good are your relationships
· Trust as a competitive advantage

WHAT SEPARATES FACT FROM FICTION

How to gather customer human intelligence needed for sound decision making.

· The art of empathy
· The art of Inquiry
· Validating Human Intelligence

AVOID CRINGEWORTHY CALLS

Opportunity simulation & role play focused on reinforcing the steps of the Hi-Q Method.

· The HI-Q Method – The five steps to success
· Preparation
· Developing trust through your initial engagement
· Deep Discovery
· Ending with the beginning in mind

2 WEEKS OF MODERN

DELIVERY

Our blended approach makes the content easily digestible and reduces the time you spend away from your customers.

class prep: self-paced video exercises

3 interactive classroom sessions (1.5 hrs)

3 coaching & roleplay simulations (1.5 hrs)

live weekly Q&a sessions & community

hi-q methoD™
WEAKNESS ASSESSMENT
 

UPON COMPLETION

CERTIFICATION

Upon successful completion of the program, Hi-Q Group mails a certificate of completion and an exclusive numbered challenge coin to participants and emails a digital graduate badge. To obtain the certificate of completion, participants must complete all pre-program preparation, attend all live sessions, and submit all written assignments. PMI PDU’s for PMP-certified attendees and professional engineers are available.

mailed certificate

linkedin digital badge

blended

CURRICULUM

The 3 C's Needed for Engagement Success

The fundamentals needed for customer engagement success.

· What elite professionals do
· Winning in the Federal market
· Everybody Sells

IS YOUR CHARACTER THE KEY TO SUCCESS?

How your operating system will significantly impact your role success.

· Know your character
· How others perceive you
· Being true to your purpose

TAKE 'SLEAZY' OUT OF SALES

How Customer Engagement and Sales can be a noble profession.

· Your Intent

THE CONFUSION ABOUT COMPETENCE

How the most critical competency for success is often confused.

· Applying your expertise in the role
· Federal BD Competency Assessment
· The secret to relationship success

DOES EMOTIONAL INTELLIGENCE MATTER

How to use EQ to enhance communication and relationship strength.

· Fundamentals of Emotional Intelligence
· People Skills
· Understand your dominant communication style

DEMYSTIFYING CUSTOMER CONNECTION

How to enhance your connection and trust with both your external and internal customers

· Customer affinity
· How good are your relationships
· Trust as a competitive advantage

WHAT SEPARATES FACT FROM FICTION

How to gather customer human intelligence needed for sound decision making.

· The art of empathy
· The art of Inquiry
· Validating Human Intelligence

AVOID CRINGEWORTHY CALLS

Opportunity simulation & role play focused on reinforcing the steps of the Hi-Q Method.

· The HI-Q Method – The five steps to success
· Preparation
· Developing trust through your initial engagement
· Deep Discovery
· Ending with the beginning in mind

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 ROLEPLAY SIMULATIONS (1.5 HRS)
LIVE WEEKLY Q&A SESSIONS & COMMUNITY
HI-Q METHOD WEAKNESS ASSESSMENT

UPON COMPLETION

CERTIFICATION

Upon successful completion of the program, Hi-Q Group mails a certificate of completion and an exclusive numbered challenge coin to participants, and emails a digital graduate badge. To obtain the certificate of completion, participants must complete all pre-program preparation, attendance at all live sessions, and submit all written assignments. PMI PDU’s for PMP-certified attendees and engineers.

mailed certificate

linkedin digital badge

a federal program unlike any other

BD

Creating Winning Relationships. 

a federal program unlike any other

BD

Creating Winning Relationships.

Your Instructors: Experienced BD Leaders

Your Instructors:
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 South Carolina.

Bradley Lewis

Senior Partner

Leadership

30

YEARS EXPERIENCE

Experience

2,181

students & counting

Skill

59%+

pursuit accuracy

Growth

32%+

win rate increase

Questions Your Fellow Federal BD Professionals Asked Before Securing Their Seat 

Common Questions From Federal BD Professionals

How is this different from other federal 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.

What is the Hi-Q Method™?

A proprietary 4-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.

Is this only for federal BD 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.

We teach these skills to:

  • 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.

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.

The program structure is as follows:

  • Preparation Session  (3 weeks prior) – You will have access to the preparation materials 3 weeks before the program starts or as soon as you register if less than 3 weeks from the start date.
  • Classroom Sessions (Week 1) – Will be held over 3 days.  Each session is 1.5 hours, starting at noon eastern.
  • Coaching Sessions (Week 2) – Will be held over 3 days. Each coaching/ role-play session is 1.5 hours each.

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. You can either print the workbook or edit it directly on your computer.

What is the time commitment necessary?

To complete the course, you will complete the following:

1: Preparation Phase – the preparation phase is approximately 6-8 hours and includes watching the  self-study videos and completing the course exercises.

2: Classroom Phase – The classroom phase is 3x 1.5hr sessions. Preparation for this phase is completed as part of phase 1

3: Coaching Phase – The coaching phase consists of 3 x 1.5 hr sessions. Preparation for this phase is approximately 2 hours. Submitting completed assignments is required in this phase.

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: [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?

Once you purchase your seat on the next page, you will receive registration and course access instructions via email.

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, ensuring you are learning and applying the materials.

You are always welcome to contact us by sending an email to [email protected].

Are You Ready to Transform Your Win Rates?

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.

Do you believe your
customer intimacy is good enough?

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.

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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