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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 from The Business of Business Development, a class taught by BzzAgent CEO, Dave Balter, at Boston's Intelligent.ly campus.

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The Business of Business Development

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

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