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Capabilities/Actions
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Phase 1 Actions
Phase 1 Capability: 1:1:1 Outreach
Phase 1 Capability: Context Discussion
Phase 1 Capability: Marketing
Phase 1 Capability: Mindset
Phase 1 Capability: Relationship Building
Phase 1 Capability: Rituals
Phase 1 Capability: Spotting Opportunities
Phase 1 Capability: The Overall BD Process
Phase 1 Capability: The Turn
Phase 2 Actions
Phase 2 Capability: Advanced Context Discussion
Phase 2 Capability: Advanced Mindset
Phase 2 Capability: The Overture
Phase 3 Actions
Phase 3 Capability: Negotiations
Phase 3 Capability: Objection Handling
Phase 3 Capability: Project Closing Conversations
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Phase 1: Actions
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BD Manager Activity Cadence
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BD Manager Mindsets
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The BD Manager’s Playbook
Troubleshoot
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Expectations clarity issue
Follow-on problem
Marketing/visibility-building problem
Network size problem
Opportunity identification problem
Opportunity/Proposal Gap
Outreach approach problem
Outreach hygiene issue
Proposal closing problem
Time availability issue
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