Marketing & Communication

Business Development and Partnership Selling

Business development creates long-term growth through new markets, partners and strategic deals. This course covers business development: identifying opportunities, prospecting and networking, partnership models, joint value propositions, managing long sales cycles, proposals and negotiating partnership deals.

5 days Classroom or live online English

Smart Horizon Certified - Global Leadership Consultants

Take the course details with you.

Download the full standard outline: why attend, methodology, objectives, audience, competencies, the daily outline and current plans.

Download course PDF

Why attend

From knowledge to real-world impact.

Business development needs a different approach from transactional sales. You will learn to build partnerships and win complex deals.

Workplace challenges

Professional Problems This Course Is Designed to Solve

The programme explores practical approaches to the following challenges. Results depend on how the learning is applied in your organisation.

Difficulty translating subject knowledge into practical workplace decisions.
Inconsistent approaches to the activities covered in the course outline.
Lack of a structured plan for applying and reviewing new skills.

Course methodology

How you will learn.

Opportunity mapping, partnership design workshops, proposal writing and negotiation simulations.

Course objectives

What you'll take away.

By the end of this course, participants will be able to:

Identify and qualify growth opportunities
Prospect and network effectively
Design partnership models
Develop joint value propositions
Manage long, complex sales cycles
Negotiate and close partnership deals

Target audience

Who should attend.

This course is suitable for:

Business development managers
Partnership managers
Sales directors
Entrepreneurs
Consultants

Target competencies

Capabilities you will build.

Participants will develop competencies in:

Opportunity identification
Networking
Partnership design
Complex selling
Negotiation

Course outline

Your learning journey.

A focused, practical outline with time to explore, apply and reflect.

Day 1Business Development

09:00–10:08Role and scope
10:08–11:00Growth opportunities
11:00–11:30Coffee break
11:30–11:45Growth opportunities (continued)
11:45–12:53Qualification
12:53–14:00Exercise

Day 2Prospecting

09:00–10:08Networking
10:08–11:00Account research
11:00–11:30Coffee break
11:30–11:45Account research (continued)
11:45–12:53First meetings
12:53–14:00Workshop

Day 3Partnerships

09:00–10:08Partnership models
10:08–11:00Joint value propositions
11:00–11:30Coffee break
11:30–11:45Joint value propositions (continued)
11:45–12:53Partner selection
12:53–14:00Exercise

Day 4Complex Deals

09:00–10:08Long sales cycles
10:08–11:00Stakeholders
11:00–11:30Coffee break
11:30–11:45Stakeholders (continued)
11:45–12:53Proposals
12:53–14:00Case study

Day 5Closing

09:00–10:08Negotiating partnerships
10:08–11:00Agreements
11:00–11:30Coffee break
11:30–11:45Agreements (continued)
11:45–12:53Launching partnerships
12:53–14:00Action plan

The timings provided are estimates and may vary depending on the number of participants and the discussions taking place during the sessions. They are indicative only and do not constitute a binding commitment.

Dates & venues

Find a session that works for you.

Confirmed dates accept registration requests. Tentative dates are enquiry only.

Good to know

A few things to know.

How is the course delivered?

Our classroom programmes combine facilitated discussion, case studies, exercises and reflection. The precise format will be confirmed before enrolment.

Can you deliver this programme for our team?

Yes, you can enquire about a tailored programme. Share your goals, group size and preferred dates with our learning team.

Will I receive a certificate?

Participants who complete the programme receive a Smart Horizon UK certificate of attendance. Smart Horizon UK programmes are not externally accredited and do not award a professional qualification, licence or designation. Where a course title or outline refers to a professional certification (for example, AACE International's Certified Cost Professional), the programme supports learning and preparation only; the credential itself is awarded solely by the relevant professional body under its own application and examination requirements.

What should I confirm before booking travel?

Please confirm the session, exact venue, accessibility arrangements, fees and any visa requirements with the team before arranging travel. Tentative dates are not confirmed sessions.

Keep exploring

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