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Our programs

Business Development

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for who?

Managers, Support functions

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duration

On site learning : 3 days or virtual classroom : 6*3h

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languages

FR - EN

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modalities

On-site learning
Virtual classroom learning

This program allows the participants to acquire the knowledge and tools they need to carry out successfully their business development assignment.

It improves their knowledge of Group business development process, and promotes the sharing of best practices related to business development.

Targetted Audiance : Business Developers, project leaders, sales managers and support functions interfacing with development projects

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Objectives

  • > Using the Business Development methodology at ENGIE
  • > Listening to and formalising the customer's needs and expectations
  • > Transforming opportunities
  • > Preparing and conducting winning negotiations

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They tell you about it

  • Dynamic trainers. Testimonials from colleagues (Business Development, Business Development Oversight). Exchange of experience between participants. Interesting tools and cases (Business Review, negotiation, pitches)

  • Concrete examples, illustrations of situations as well as a well-balanced theoretical aspect.

  • Good facilitation by the trainer. Dynamic, involved, good commercial culture. Numerous case studies and role plays.

Planning

Using the Business Development framework at ENGIE and its process
> Understand the customer's needs and expectations
> Identify expectations
> Define ENGIE's value proposition and its competitive advantages
> Develop the sales pitch
>Preparing to respond to objections

> Identify the decision-making process and stakeholders
> Build your network of influence

> Preparing for the negotiation
> Identify the key stages
> Conclude the negotiation

Prerequisite

None

Teaching approach

The programme includes role-playing exercises, simulations, quizzes and brainstorming exercises accompanied and debriefed by a trainer.

Modality

On site learning or virtual classroom

Other programs suggested

U.learn related contents

Modalités d’évaluation

A positioning and expectations quiz is sent to participants before the program. A knowledge qui is sent to participants after the program. These quizzes allow us to measure the progress of the participants, and a minimum threshold is required n the quiz to validate the training.

Prix de la formation

The prices of the programs are communicated to the HR Managers.