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The Business Development Manager

A complete programme for the business development role, from finding and qualifying opportunities to building a pipeline that converts. Delegates leave able to plan, run and report on a business development function that grows revenue predictably.

What you will be able to do

  • Define the business development role and how it differs from sales and marketing
  • Research a market and identify the accounts worth pursuing
  • Build and manage a qualified pipeline that reflects real opportunity
  • Run a structured business development process from first contact to close
  • Set targets and report on activity, conversion and revenue
  • Build lasting relationships that turn first deals into repeat business

Course outline

  1. 01The business development mandate and where it fits in the organisation
  2. 02Understanding your market, segments and ideal customer
  3. 03Lead generation and prospecting that fills the pipeline
  4. 04Qualifying opportunities so effort goes where it counts
  5. 05The business development process and sales stages
  6. 06Building trust and credibility with decision makers
  7. 07Proposals and presentations that win the work
  8. 08Negotiating and closing without discounting away value
  9. 09Account planning and growing existing relationships
  10. 10Targets, metrics and reporting for the growth function
  11. 11Building a ninety day business development plan

Who should attend

Business development managers and executives, sales managers moving into a growth role, and owners or professionals responsible for winning new business.

Dates, venues and fees

DatesVenueDaysFeeCalendar
17 to 21 Aug 2026Durban5R18,000
24 to 28 Aug 2026Johannesburg5R18,000
7 to 11 Sep 2026Mauritius5US$1,800
14 to 18 Sep 2026Dubai5US$1,800
21 to 25 Sep 2026Lagos5US$1,800
28 Sep to 2 Oct 2026Harare5US$1,800
5 to 9 Oct 2026Kampala5US$1,800
12 to 16 Oct 2026Dar es Salaam5US$1,800
19 to 23 Oct 2026Pretoria5R18,000
26 to 30 Oct 2026Cape Town5R18,000
9 to 13 Nov 2026Online5US$900
16 to 20 Nov 2026Mozambique5US$1,800
23 to 27 Nov 2026Cairo5US$1,800
30 Nov to 4 Dec 2026Accra5US$1,800
7 to 11 Dec 2026Lusaka5US$1,800
14 to 18 Dec 2026Kigali5US$1,800
21 to 25 Dec 2026Nairobi5US$1,800

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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