• LinkedIn

©2019 by Briones Consulting Group
Not a law firm, social worker, nor medical professional. We provide no financial, legal nor clinical advice. All information and service provided are based on the personal and professional experience of your consultant(s).


“The only thing worse than training your employees and having them leave is not training them and having them stay.”

Henry Ford

Back to Basics Business Development Coaching

From the basics to the advanced, learn what it really takes to develop long-lasting referral partnerships. 

NOTE: We are selective with whom we take on as a client. We are dedicated to our clients and expect high levels of dedication from our clients as well. 

We look forward to hearing from you and welcome you to apply if you are:

  1. Dedicated to advancing your career by learning how to increase your referrals by serving others.

  2. Open-minded and Coachable. 

  3. Willing to put in the necessary work to get where you want to be.


  • Understand the main functions and best practices of a Business Developer

  • Recognize the importance of adaptability of the business process to match your market and client requirements

  • Produce a clear value proposition that identifies market differentiators to neutralize your competition’s edge

  • Use leadership, negotiation and the power of perception to earn referrals


Business Development: Overview and Best Practices

  • Business Development: Definition and Scope 

  • Account Analysis and Qualification: An Overview

  • Account Management and the Business Development Process 

  • Understanding Positioning and Value

  • Client Classifications & Building Client Profiles 

  • Understanding and Leveraging Customer Loyalty 

  • Conducting Customer Surveys to Identify & Important Service Criteria 


The Business Planning Process

  • Understanding Tactics and Strategic Analysis

  • Goals and Accountability Plans

  • Activities vs Tasks

  • Reality Checks

  • Identifying Commonly Overlooked Opportunities 

  • Preparing a Plan 

  • Building Chemistry and Rapport

  • Getting past the “gatekeepers”


Refining Your Process for Results

  • Reviewing the Selling Process

  • Handling Objections

  • Closing the Sale


Managing/Supervising the Business Development Process

  • Designing and Implementing Key Performance Indicators [Your Business Growth Formula]

  • Mistaking Motion for Action

  • Creating a Performance Audit [Scorecard]


Recognizing and Creating Value Propositions

  • Creating your Value Proposition [Unique Selling Propositions (USPs) and Distinctive Selling Points (DSPs)]

  • Creating a Competitive Analysis Matrix to refine your pitch


Creating effective follow-up visits [the 5-visit process]

  • Understanding the Cycle

  • The 1%Market Exception Rule

  • Closing an introductory meeting effectively

  • Asking for Business/Clients/Referrals

  • Hosting a Lunch and Learn for Maximum Effectiveness

  • Out of Sight, Out of Mind. How to Maintain a Schedule without Becoming Obnoxious