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The Business of Business Development

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Learn the fundamentals of business development and become a star business developer with this deck. Topics include securing media coverage, knowing the competitive landscape, and closing deals. Slides …

Learn the fundamentals of business development and become a star business developer with this deck. Topics include securing media coverage, knowing the competitive landscape, and closing deals. Slides from The Business of Business Development, a class taught by BzzAgent CEO, Dave Balter, at Boston's Intelligent.ly campus.

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  • Sales is SELLING. Making someone buy your widget, service or idea.The skills of a great salesperson?  Finding the budget, selling the idea and being a closer.Business Development is the process of creating partnerships that generate long-term value.  Successful business development may not lead to immediate revenue – instead it may foster co-marketing, create a new distribution channel or solve a critical production issue.  TThe skills of a great business development executive?  Research, problem solving, analysis, and the ability to craft win-win scenarios for the long term.
  • Mention incentive structures…difference between
  • Identify and Explore ValueFoster the Relationship & Develop the OpportunityMove to Execution(Making it Work – not for this class)
  • -to get players to table:
  • Map the Org (influencers, decision makers, vocal insiders)Pair the PlayersDo the Work (For Them)Set KPIs(high level, not details)
  • Map the Org (influencers, decision makers, vocal insiders)Pair the PlayersDo the Work (For Them)Set KPIs(high level, not details)
  • -to get players to table:
  • Transcript

    • 1. The Business ofBusiness DevelopmentDAVE BALTER@DaveBalter
    • 2. Sales  is       Selling    
    • 3. Sales  is       Selling    Finding  the  budget.
    • 4. Sales  is       Selling    Finding  the  budget. Selling  the  idea.
    • 5. Sales  is       Selling    Finding  the  budget. Selling  the  idea. Being  a  closer.
    • 6. Business  Development  is       Partnerships  That  GenerateLong-­‐Term  Value  
    • 7. Business  Development  is       Partnerships  That  GenerateLong-­‐Term  Value  Research.
    • 8. Business  Development  is       Partnerships  That  GenerateLong-­‐Term  Value  Research. Listening.
    • 9. Business  Development  is       Partnerships  That  GenerateLong-­‐Term  Value  Research. Listening. Pa<ence.
    • 10. Business  Development  is       Partnerships  That  GenerateLong-­‐Term  Value  Research. Listening. Problem  SolverPa<ence.
    • 11. The  Four  Steps  of  Biz  Dev    
    • 12. 1.  Set  the  TableThe  Four  Steps  of  Biz  Dev    
    • 13. 1.  Set  the  Table2.  Plan  the  MealThe  Four  Steps  of  Biz  Dev    
    • 14. Partnership  Development Financing  and  Acquisi<on
    • 15. Set  the  Table
    • 16. Map  Your  Industry  &  Bring  People  to       your  Table  via           Ego  Traps  
    • 17. Consumers Demand:Reputation ManagementCompanies Need:Skill MeasurementLearning & SkillDevelopment
    • 18. Use  the  Press  to  tell  your  story
    • 19.    
    • 20.    
    • 21. Map  Your  Industry  Workshop  
    • 22. Map  Your  Industry  Workshop  -­‐ Break  into  groups  
    • 23. Map  Your  Industry  Workshop  -­‐ Break  into  groups  -­‐ Pick  1  company
    • 24. Map  Your  Industry  Workshop  -­‐ Break  into  groups  -­‐ Pick  1  company-­‐ Plan  an  Industry  Map
    • 25. Map  Your  Industry  Workshop  -­‐ Break  into  groups  -­‐ Pick  1  company-­‐ Plan  an  Industry  Map-­‐ Iden<fy  3  Ego  Traps
    • 26. Map  Your  Industry  Workshop  -­‐ Break  into  groups  -­‐ Pick  1  company-­‐ Plan  an  Industry  Map-­‐ Iden<fy  3  Ego  Traps-­‐ Present  to  class  in  60  seconds
    • 27. Plan  the  Meal
    • 28. Map  The  Org  &     Pair  the  Players  &       Write  the  Brief            
    • 29. There  Are  Always     One  or  TwoTrouble-­‐Makers    
    • 30. The  Other  Sideis  also  ba=ling  internaltensions:  use  businessvs.  legal  to  your  advantage    
    • 31. Use  the  Phone  to  send  a  signal
    • 32. Map  the  Org  Workshop  
    • 33. Map  the  Org  Workshop  • Regroup
    • 34. Map  the  Org  Workshop  • Regroup• Map  the  Org
    • 35. Map  the  Org  Workshop  • Regroup• Map  the  Org• Pair  Your  Players
    • 36. Map  the  Org  Workshop  • Regroup• Map  the  Org• Pair  Your  Players• Who  is  missing  (and  how  do  you  solve)
    • 37. Prepare  to  Feast
    • 38. Map  The  How   Know  the  Documents   Do  Their  Work   Pilot  to  support  ObjecEves   Set  KPIs  for  long-­‐term
    • 39. Pilot,  KPI,  RolloutUs Them
    • 40. Pilot,  KPI,  RolloutUs Them100,000  UsersIncreased  Engaged  Goal
    • 41. Pilot,  KPI,  RolloutUs Them100,000  UsersIncreased  Engaged  GoalPilot Email  10,000  people  offer  to  join  pla?orm  and  take  tests
    • 42. Pilot,  KPI,  RolloutUs Them100,000  UsersIncreased  Engaged  GoalPilot Email  10,000  people  offer  to  join  pla?orm  and  take  testsKPI  1  (firm) 1,000  users20%  open  rate  -­‐>  30%
    • 43. Pilot,  KPI,  RolloutUs Them100,000  UsersIncreased  Engaged  GoalPilot Email  10,000  people  offer  to  join  pla?orm  and  take  testsKPI  1  (firm) 1,000  users20%  open  rate  -­‐>  30%KPI  2  (so() Type  of  test Type  of  test
    • 44. Pilot,  KPI,  RolloutUs Them100,000  UsersIncreased  Engaged  GoalPilot Email  10,000  people  offer  to  join  pla?orm  and  take  testsKPI  1  (firm) 1,000  users20%  open  rate  -­‐>  30%KPI  2  (so() Type  of  test Type  of  testRollout UIlize  our  API  to  embed  across  specific  verIcal  of  ~1M  members  
    • 45. Feast  Prep  Workshop  
    • 46. Feast  Prep  Workshop  • Create  1-­‐3  Pilot  Ideas
    • 47. Feast  Prep  Workshop  • Create  1-­‐3  Pilot  Ideas• Ar<culate  1-­‐2  key  KPIs
    • 48. Feast  Prep  Workshop  • Create  1-­‐3  Pilot  Ideas• Ar<culate  1-­‐2  key  KPIs• What  Happens  Once  Achieved?
    • 49. Red  Flags  
    • 50. Red  Flags  • Time  is  (oYen)  your  enemy
    • 51. Red  Flags  • Time  is  (oYen)  your  enemy• One-­‐Shot  Thinking
    • 52. Red  Flags  • Time  is  (oYen)  your  enemy• One-­‐Shot  Thinking• Narrow  Internal  Knowledge
    • 53. Red  Flags  • Time  is  (oYen)  your  enemy• One-­‐Shot  Thinking• Narrow  Internal  Knowledge• Silence
    • 54. Course TitleCourse TitleINSTRUCTOR NAME

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