<p>This course will be an overview of:</p> <ul> <li>The values and beliefs required to effectively develop new business.</li> <li>Process and tools for strategically building a network.</li> <li>The planned account development (PAD) process including industry and company analysis, opportunity identification, and pursuit planning.&nbsp;</li> <li>The client discussion process (CDP) and key skills.</li> <li>Opportunity follow-up including debrief, next steps planning, and communication.</li> </ul>