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Certified Business Developer (CBD) Training Program – Module 1

May 15, 2018 @ 11:30 am – 5:00 pm
The Esplanade at The Biltmore
2501 E Camelback Rd #50
Phoenix, AZ 85016

Register for one, any combination, or all of the modules! 

Module 1: Tuesday, May 15, 2018, 11:30 – 5:00 PM

Module 2: Tuesday, June 19, 2018, 11:30 – 4:00 PM

Module 3: Tuesday, July 17, 2018, 11:30 – 4:00 PM

Module 4: Tuesday, August 21, 2018, 11:30 – 4:00 PM

Module 5: Tuesday, September 18, 2018, 11:30 – 5:00 PM

Module 6: Tuesday, October 16, 2018, 11:30 – 4:00 PM


The BD Guild is the first organization in the country to offer a Certified Business Developer accreditation in conjunction with our education partner Arizona State University.

The 2018 Certified Business Developer Curriculum, Schedule, and Learning Objectives are listed below for your convenience, or you can click here to download a copy of the flyer.

*Currently, these courses are only offered onsite, however, we are working on an online certification that we estimate to be available in late 2018.

Support your career by registering for a class or a series of classes in 2018…click here to register!


The Anatomy of a Chase (90 Minutes)
Instructor: Sandy Werthman, Partner at SHS Technologies

Learning Objectives:

  • Actual Case Study of a High-Profile Pursuit
  • Teaming to Win
  • Homework
  • Strategy
  • Differentiators
  • Chemistry Challenges and Solutions
  • Business Development and Operational Collaboration
  • Post Award Debrief

Students will learn how to use all modules to successfully understand the origination of a pursuit and how to implement the lessons learned to turn the lead into a real , profitable project win and a client for life.

Business Development Models and Roles/Definitions (90 Minutes)
Instructors: Rock Rickert, Director of Business Development, Archicon and Don Helton, Director of Business Development, Brycon Construction

Learning Objectives:

  • Identify business model that best work for your company
  • Seller/Doer
  • Strategic Delivery Partners
  • Business Development Led Community Outreach and Involvement
  • Learn differences/nuances between Business Development and Marketing Roles
  • Combo position – is it sustainable
  • How Business Development and Marketing Best Work Together

Students will learn which model best fits their organization’s size, budget and plans.


Market Research – The Fundamentals (90 Minutes)
Instructors: Ted Ritter, Principal at LMI360 / Co-Founder DrawAlert and Simon Davis, Sales Director at saltmine

Learning Objectives:

  • Best practices in Market Research
  • Targeting the Right Clients
  • Assessing Market Size
  • Assessing Market Needs
  • SWOT Analysis/Competitive Analysis
  • Business Development and Operations Collaboration

Students will learn the newest methods to conduct market research and to create plans that are used and updated to reflect market conditions.

Business and Strategic Planning (90 Minutes)
Instructor: Beth Harmon Vaughn, Principal, Office Director, Gensler

Learning Objectives:

  • Learn different planning definitions
  • Level of detail
  • Best Practice
  • Business Development and Operations Collaboration

Business Developers are called upon to either drive or participate in the business and strategic planning process.  Learn how to get the plans off the shelf and make them work best to drive action in your organization and how to put together the best of class plans-students will learn the best way to motivate teams to participate to create plans that work.


Ethics, Politics and Business Development (90 Minutes)
Instructor: Dean Howard, Principal, Howard Partners

Learning Objectives:

  • Create an ethics standard/culture for you and your company
  • What politics mean in a selection process
  • How to identify hidden agendas and navigate political and ethical challenges
  • How to create win-win scenarios
  • Business Development and Operation Collaboration

Students will learn how to navigate political hurdles from the Entering New Markets to the GO/NO GO to project pursuit and capture.

Project Delivery Methods (90 Minutes)
Instructor: Wylie Bearup, Arizona State University

Learning Objectives:

  • Advantages/Disadvantages of JOC, CMAR, Bid, Design-Build
  • Why it matters the Business Development Professional
  • Incorporating into Business Development Plan
  • How it Impacts Business Development and Operational Collaboration

Students will learn how delivery methods and strategies are essential to understand how to best position your company to deliver the project and how to win work understand the unique nature of each delivery method.


Budgeting and Operations in Business Development (90 Minutes)
Instructor: Tammy Carr, Principal, Mortenson

Learning Objectives:

  • How to Create a Budget
  • Communicating Budget to Team
  • Tracking Budgets
  • Internal Team Roles in Process
  • Strategies for Companies with No Existing Budget Process

Students will learn best practices in budget creation and tracking and how best to deliver and enforce budget guidelines to your team. Learn how to anticipate hidden budget busters and to forecast accurately with fewer contingencies.

Return on Relationships / Leveraging Your Network (90 Minutes)
Instructor: Cynthia Wrasman, Principal, Kelfi Catalyst

Learning Objectives:

  • What are the types of relationships needed to win work
  • Authenticity and Leveraging points
  • Understand investment in Business Development
  • Identify best use of time and resource management
  • Identify key client types, pursuits
  • Timeline for return on relationships

Students will learn how to communicate with operations where to spend resources to best maximize the business development investment. Learn how to communicate the timelines needed for the business development investment to pay off exponentially.


The Business of The Industry. How is the Money Made? (90 Minutes)
Instructor: Justin Page, Principal, DPA Architects

Learning Objectives:

  • Revenue Models in A/E/C
  • Key Business Metrics
  • Project Profit and Loss Margins
  • Project Goals, Savings, Incentives
  • Business Development Investment and ROI

Students will learn the business of the industry and how what business development does contributes to the bottom line. Understanding the goals of the company that business developers represent will enhance the decision making process and awareness of project and client issues with the business of construction and profits.

Know Your Leadership Style and That of Others (90 Minutes)
Instructors: Rebecca Timmer, Business Development, Dibble Engineering and
Tim Phillips, Director of Ordnance Operations, Arizona Department of Emergency and Military Affairs

Learning Objectives:

  • Identify your approach to market
  • Honing Your Skill Set
  • Defining your value add
  • Define the total experience of working with you
  • Creating positive impressions
  • People work with people they like and trust
  • Giving back
  • Doing well by doing good

Students will learn how to use their natural and authentic approach to building relationships. Instructors will help students identify their individual talents and leadership style to best serve their company, clients, and communities.


The DeBrief (90 Minutes)
Instructor: Garrett Terlaak, Principal, fs3|Hodges

Learning Objectives

  • Define Objectives
  • Public vs Private Sector Approaches
  • Strategies to Secure True Feedback
  • Business Development and Operational Perspectives, Collaboration
  • Potential Pitfalls
  • Long Term Relationship Benefits

Students will learn the value of the information that can be obtained during the debrief process. Instructors will share strategies that will help uncover true feedback that can be used for market intelligence, proposal improvement and growth opportunities.

Expectations and Measuring Success (90 Minutes)
Instructor: Jennifer Delaporte, Director of Business Development, Graycor Construction

Learning Objectives:

  • Communicating with Management on Goals and Objectives
  • Incorporating Strategic Plan with Business Development Efforts and Tactics
  • Defining Measuring Sticks
  • Negotiating Compensation
  • Planning for Year End Review

Students will learn and discuss the ways and means of communicating with their internal management team to establish mutual key measurements, goals and objectives that will enable long term alignment.

Click here to register!

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