Hi-Q Group focuses on creating Winning Relationships™—the polar opposite of traditional selling and business development training. The reality is no one wants to be sold. Customers and prospects are seeking trusted advisors to guide them to solutions, not to be pushed or manipulated.

Many professionals in business development and sales roles are hired for their knowledge, expertise, and even their connections. Although they have many strengths, they often overestimate their customer relationships and lack the modern communication skills and confidence to dig deeper with customers and stakeholders.

We show talented teams how to develop trusting relationships with the help of new communication skills designed to get to root-cause using empathy and natural curiosity. These improved emotional intelligence skills create winning teams that enjoy game-changing intel, improved internal collaboration, and a competitive edge in the market by proactively co-creating solutions with customers.

Our Hi-Q Method™ boosts your existing processes.

This proprietary engagement method is designed to help your team learn, apply, and master the appropriate customer engagement skills required for success. By improving the quality of your customer relationships, you improve the quantity and quality of human intelligence in your organization for a competitive edge.

The Hi-Q Method™ gives business development and sales teams the tools and confidence they need to connect with customers consistently through a repeatable process that takes the guesswork out of connection. This framework is based on a solid academic foundation of leadership development and behavioral psychology, combined with 30+ years of real-world engagement experience to scale the behavior and mindset change needed to win in competitive markets.

The Hi-Q Method™ takes the guesswork out of connection. It improves your team’s communication skills and provides a repeatable framework for successful engagements that builds their confidence and win rates. Although emotional intelligence skills are declining globally, the good news these skills can be learned, practiced, and measured.

Numerous studies continue to demonstrate the power of higher EQ in business development and sales functions. One study of 44 Fortune 500 companies found that salespeople with high EQ produced 2 times the revenue of those with lower scores1. Considering the reason businesses lose customers are 70% EI-related2, it’s not surprising the impact is so powerful.

Our method addresses:

> Limited new customer relationships
> Limited access to stakeholders and influencers
> Lack of customer intel and discriminators
> Wasted pre-proposal periods and strained resources

The Hi-Q Method™ not only fosters a culture focused on the customer’s needs, but of those around them. In a 2023 survey of uncompensated Hi-Q Group students, 100% reported improved internal collaboration 6 months after graduation.

When people feel they are valued and respected at work, they are more motivated, productive, engaged and 3.5 times more likely to contribute to their fullest potential3, and salespeople with higher EQ have 63% less turnover in the first year compared to their counterparts.4

Higher EQ has been shown to also impact the quality of performance at work. In a study on the emotional intelligence of leaders, researchers found 93% of the competencies predicting performance were from emotional intelligence clusters.5

When you incorporate this methodology grounded in emotional intelligence in your processes and company culture, the benefits are often far-reaching and significant.

1) The Importance of Emotional Intelligence in the Workplace
2) Institute for Health and Human Potential
3) Center for Talent Innovation
4) Spencer, McClelland, & Kelner
5) Boyatzis, Richard E. “Using Tipping Points of Emotional Intelligence and Cognitive Competencies to Predict Financial Performance of Leaders.” Psicothema 18 (2006): 124–31.)

The Hi-Q Method™ gives businesses the essential methods and tools to modernize businesses development and sales operations with the power of emotional intelligence to help their business thrive.

Fewer than 20% of companies qualify as emotional intelligent1 yet in the competitive landscape of Fortune 500 companies, over 75% use emotional intelligence in their training and employee testing initiatives2, signaling a distinct advantage in highly competitive markets.

Most businesses believe they have a high level of trust with their customers and are often caught by surprise when they lose a customer or recompete, or fail to grow current programs.

The research paints a different reality—87% of customers don’t feel that your BD/Sales team understand their needs3, 54% don’t feel companies have their best interest at heart4, and a jaw-dropping 88% of B2G/B2B buyers state they will only buy if they view your representative as a trusted advisor.5

Now more than ever, Relationship Quality is a key metric for long-term success. How are you training your team to serve the customer thoughtfully and measuring your customer relationship quality in your pipeline?

The Hi-Q Method™ addresses:

> Missed opportunities and lower pipeline quality
> Limited organizational trust and reputation
> Limited strategic relationships at all levels
> Talent retention and collaboration challenges

If any of these challenges look familiar, schedule your 1:1 strategy call today.

1) Harvard Business Review
2) Statista Research Department
3) Global State of Sales Report
4) Global State of Sales Report
5) State of the Connected Customer

We don’t teach a business development or capture process—we teach a customer engagement method designed to enhance your current process. In many cases, it can improve the effectiveness of your tailored Shipley process. 

Everyone has a BD or Capture process, yet most business development professionals and supporting roles are never taught how to connect with customers, gather competitive intel, or shape opportunities to win new contracts and recompetes.

Most professionals in business development and supporting roles are hired for their knowledge, expertise, and even their connections. Although they have many strengths, they often overestimate their relationships and lack the modern communication skills and confidence to dig deeper with customers and stakeholders.

The Hi-Q Method™ is focused on creating Winning Federal Relationships to give your team and organization a competitive edge by leveraging the pre-proposal period effectively. If your team isn’t co-developing solutions with the customer before the RFP drops, schedule your 1:1 strategy call today.

Yes, we’ve designed the Hi-Q Method™ and courses to be suitable for an in-house DIY approach, perfect for organizations looking to standardize their engagement method and improve team collaboration. For implementation best practices, review your manager onboarding guide or contact your client coordinator for assistance.

Hi-Q Group has two courses for teams looking to build winning federal relationships.

BD Essentials is an on-demand video course packed with best practices for BD and supporting roles to connect with Federal buyers, while BD Masterclass is an immersive, transformative event with live roleplay and coaching sessions designed to uncover hidden bad habits.

While both offer a solid foundation, we recommend more advanced professionals, leadership, and culture-champions attend BD Masterclass.

Hi-Q Group has two courses for teams looking to build Winning Relationships™.

Sales Essentials is an on-demand video course packed with sales best practices, while BD Masterclass is an immersive, transformative event with live roleplay and coaching sessions.

While both offer a solid foundation, we recommend more advanced professionals attend BD Masterclass.

Although availability is limited, Hi-Q Group does offer on-site training and sales kick-off event training for 20+ teams throughout the year, with unique and engaging topics to energize your team and get them on the same page.

Whether you need to get your team ready for an upcoming conference season, address a specific concern, or simply to energize your team, we offer a unique approach that provides actionable takeaways in an interactive format teams love.

Contact us for more details or view our offsite strategy guide.

> Do you have the intel you need to win consistently?
> Do customers call your team first when they need help?
> Do customers share deeper insights into their needs?
> Do customers co-develop solutions with your team?
> Do you have a strong organizational reputation?
> Do you have strong strategic relationships at all levels?
> Do you have a steady growth of new customer relationships?
> Do you care about your organization’s culture and retention?

If you answered “no” to any of these questions, schedule your 1:1 today.

We recommend all supporting members of your business development and sales teams are enrolled, with a greater emphasis on customer-facing roles, culture-champions, and management for more advanced training.

Studies have shown emotional intelligence and communication skills have a profound impact on your organization, but it’s critical it is engrained in your culture and processes for meaningful change to occur and to see compound effects through your organization.

Although you will see positive impact in training your top performers, for it to be a lasting investment that dramatically improves your organization it’s key to approach training more holistically.

Schedule your 1:1 strategy call for personalized recommendations.

BD Essentials and Sales Essentials are $499 per student, while the BD Masterclass event is priced at $1995 per student, with enterprise pricing plans available for 30+ teams. 

Pricing varies for special events and ongoing support programs. Contact us for more details.

Yes, there is a discount for Hi-Q Group courses for 30+ licenses. Contact us for details.