ACElerator™

Browse products

ACElerator™ Membership Tiers

Growth, Scale, Expand

Membership

"Expand Membership" Bonus Content: Key Performance Indicators of Business Development

Successful marketing and business development represent significant investment of a firm’s resources. To better understand the return on the investment, key performance indicators(KPI) are used to evaluate the success of those efforts. Learners will explore the key performance indicators used in business development to assess the effectiveness of their sales and business development efforts.

CourseBy Karen Compton

Learn more

Module 1: Understanding Your Value Proposition

A Value Proposition is an intrinsic statement that links a company’s service offerings to the pain points and issues of its clients. Learners will explore the four elements that form the basis of Value - Relevance, Beneficial, Unique, and Proof, and how to align these concepts with their clients' needs in order to reach them on a deeper level. Upon completion, learners will be able to understand and communicate their Value Proposition relative to their competition and in alignment with their target client.

CourseBy Karen Compton

Learn more

Module 2: Influence in the Procurement Journey

Clients are not a monolith, and each has their own respective Procurement Journey according to their needs, constraints and stakeholders. It can be subconscious or deliberate, yet it is foundation to every transaction, from buying a car to selecting a professional service practice. Their three-step process is essentially identical - Awareness, Consideration, and Selection. Upon completion, learners will come away with a greater understanding of the Procurement Journey and their clients' point of view, and be able to convey their Value Proposition with tactics and strategies that provide greater impact.

CourseBy Karen Compton

Learn more

Module 3: Profitability & Client Satisfaction

Profitability begins and ends with client satisfaction, which has a calculable impact on the bottom line. This module presents four classic client archetypes - Beneficial, Opportunistic, Experiential, and Demanding - and their respective behaviors that can impact your firm’s success, positively or negatively. With a goal to define an optimal client base, upon completion learners will understand the foundational connection between experience and income, and have the tools to start to assess the behavior of existing clients and identify new targets.

CourseBy Karen Compton

Learn more

Module 4: Creating & Cultivating Leads

The interview is the final stage in the procurement process. Used by potential clients to further evaluate the team and its chemistry, it is the last opportunity to convert the proposal effort into new work. Learners in this course will understand the elements of both virtual and in-person interviews to craft messaging, demonstrate leadership and maximize scoring.

CourseBy Karen Compton

Learn more

Module 5: Branding & Business Marketing

Brands are based on a replicable client experience that reinforces a company's Value Proposition throughout the Procurement Journey. Learners will explore the critical questions associated with strong brand development and examine the attributes of effective business marketing to convert work.

CourseBy Karen Compton

Learn more

Module 6: 10 Steps to a Winning Proposal

A Request for Proposal (RFP) is the procurement document used to solicit professional services. The RFP contains requirements for prescriptive information and documentation that must be provided to be considered. Learners in this course will understand the elements of a typical proposal and how to craft responses that maximize the scoring evaluation.

CourseBy Karen Compton

Learn more

Module 7: Persuasive Interviews

The interview is the final stage in the procurement process. Used by agencies and municipalities to further evaluate the team and its chemistry, the interview is the final opportunity to convert your efforts to work. Learners in this course will understand the elements of both the virtual and in person interview to craft win themes, demonstrate leadership and maximize the scoring evaluation.

CourseBy Karen Compton

Learn more

"Start Up" Bundle

Perfect for small teams or entrepreneurs seeking to understand and apply the fundamentals of marketing and business development.

Bundle

Learn more