IAOP is pleased to present a one-day (live) or Online  intensive Service Provider Business Develoment Workshop. Content is developed by Authoized Trainers Gad Selig, COP, PMP, GPS Group Inc and Jim Shea, COP,  is mapped to the Outsourcing Professional Body of Knowledge (OPBOK) and earns 15 points towards the COP certification.  The live or online workshop is a qualifying course for the new Certified Outsourcing Professional - Business Development (COP-BD) certification which is developed by IAOP and the Outsourcing Standards Board.

This course will provide service providers, large and small, with the knowledge and skills to deal with complex and rapidly changing market realities and challenges that service providers must addrss to win and survive such as:  develop and maintain a competitive advantage and attractive value propositions; deal with growing competition from companies in developing countries that receive, in some situations, government support; rising protectionism in developed countries; developing integrated global marketing, sales, service delivery and operational strategies to support the demands of the multinational customers and others.  The course delivers specialized knowledge of Business Development, Marketing, Sales, Account Management (Regional, National and Global), Relationship Management and Service Delivery/Execution and how it impacts business development and client retention which is critical.

Whether your goal is to gain comprehensive cutting-edge knowledge on all aspects of creating and sustaining successful relationships with your outsourcing partners or to earn 15 points toward the Certified Outsourcing Professional (COP) designation or simply gain exceptional training — this workshop is for you! 

Topics to be covered include:

• Do we want to play in the space?
• Can we afford to play in the space?
• Where do we want to focus?
• How do we play in the market?
• What is our unique selling and delivery proposition?
• How can we compete? On a sustainable basis?
• What’s our differentiation?
• What is our value proposition?
• How do we leverage and extend our service portfolio?
• Do we understand the customer’s sourcing needs, priorities and decision criteria?
• What relationship management model should we implement for our clients to enable closer collaboration, trust, innovation for winning and keeping deals? For our strategic alliance partners?
• How do we optimize our people capabilities, talents and service delivery model to leverage business development for new markets and recurring customers?
• How do we best leverage our marketing, sales and delivery organizations to optimize the new prospect and customer experience? Sustain repeat business?

• Provide insights to help current and emerging service providers by staying relevant, differentiated and capitalize on the growing demand for outsourcing services.
• Discuss changes in the customer/client marketplace and how SP’s must continuously nurture their service delivery portfolio and continuously align their marketing and sales approaches, account relationship management, service deliver and operational strategies to win.
• Describe the competitive landscape from a service provider perspective.
• Analyze select competitive global service provider best practices, to retain and grow revenues by reviewing multiple case studies of providers headquartered respectively in North America, Europe and Asia.
• Analyze select major client case studies to help service providers better understand the do’s and don’ts of successful business development and growth.
• Help the service provider develop winning marketing, sales, delivery and service strategies.