Train Your People on Business Development Process

The Do-It-Yourself Lesson Plans for Members of the Online Learning Centre

The WWP Way

Newbies start here. This lesson plan explains the Win Without Pitching approach to business development, beginning with establishing the firm's expertise to gain the power position in the client-agency relationship, and then leveraging that power position throughout the buying cycle. It also addresses how to grade opportunities and assign next steps.

You must be logged in to view this lesson plan.

Lead Generation

This lesson plan explains the Ladder of Lead Generation and how to climb it over time. It addresses web leads, telephone introductions, networking and referrals, and it houses numerous webcasts on the expert lead generation approaches of specialist firms.

You must be logged in to view this lesson plan.

Closing with Case Studies

Process-framed case studies are the "black box" of the Win Without Pitching approach, and they are explained here for the first time outside of a consulting engagement or seminar. Four webcasts and detailed seminar notes give you everything you need to begin building and using process-framed case studies to derail a pitch and get out of the proposal writing business.

You must be logged in to view this lesson plan.

Not a member? Read about the benefits of membership...