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@erhfen150707
Rabbie Kao
⾼高⽽而芬 (⼩小兔)
新創
如何做
BD?
Rabbie Kao
⾼高⽽而芬 (⼩小兔)
Business Lead
Entrepreneur
Supervisor
#創業兔
Columnist
#寫⼿手兔 #社群兔
Tech Blogger Community Curator
What is BD (Business Development)?
What do you think about BD?
Sales?!
Sales?!
BD ≠ Sales
BD (from Wiki)
…developing and implementing
growth opportunities
within and between
organizations
…the creation of long-te...
Job Duties
- Identify partnership opportunities. Forge and
develop relationships to enable continued rapid growth
and serv...
BD
figuring out "new" sales
(don’t have quotas)
Sales
driving "new" and "existing" sales
(have quotas)
Startup BD/Sales is
20% BD and 80% sales
How to do BD at a startup?
Actually…I have no idea!
For a STARTUP team…
Market
Assessment
Strategy
Development
Execute
Plan
Business
Plan
Startup BD/Sales is
20% BD and 80% sales
Find
Leads
Appr...
BD is about
new biz, partnership,
and long-term value.
Thank you!
Rabbie Kao
⾼高⽽而芬 (⼩小兔)
erhfen@gmail.com
Rabbie_新創如何做bd?_150707
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Rabbie_新創如何做bd?_150707

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Rabbie_新創如何做bd?_150707

  1. 1. @erhfen150707 Rabbie Kao ⾼高⽽而芬 (⼩小兔) 新創 如何做 BD?
  2. 2. Rabbie Kao ⾼高⽽而芬 (⼩小兔) Business Lead Entrepreneur Supervisor #創業兔 Columnist #寫⼿手兔 #社群兔 Tech Blogger Community Curator
  3. 3. What is BD (Business Development)?
  4. 4. What do you think about BD?
  5. 5. Sales?!
  6. 6. Sales?!
  7. 7. BD ≠ Sales
  8. 8. BD (from Wiki) …developing and implementing growth opportunities within and between organizations …the creation of long-term value for an organization from customers, markets, and relationships Sales (from Wiki) - A sale is the exchange of a commodity for money or service in return for money or the action of selling something. - A person who sells goods or service on behalf of the seller is known as salesman or saleswoman.
  9. 9. Job Duties - Identify partnership opportunities. Forge and develop relationships to enable continued rapid growth and service expansion at Airbnb.
 - Lead all aspects of deal execution, including prioritization of partners, strategic and product assessment, transaction structuring and negotiation. 
 - Ensure effective ongoing management of key established relationships, improving terms as needed, and maintaining accountability for the health of the partnership. 
 - Work with cross functional teams in engineering, product, marketing, operations, community, legal and finance to ensure alignment on partnerships and business requirements. 
 - Pilot new initiatives and business agreements in markets, evaluate their impact on business and determine the most effective scope/approach for any follow-on rollout. 
 - Demonstrate strong leadership through robust execution of projects and initiatives. Job Duties - Identify sales opportunities, forge and develop relationships to enable continued rapid growth of Airbnb for business travel.
 - Manage and track a sales pipeline
 - Lead all aspects of deal execution, including prioritization of partners, transaction structuring and negotiation. 
 - Identify and track Corporate needs in the market for development of future product targeted at business travelers. 
 - Onboarding of new partner relationships and management of the roll out of the service to new travellers Senior Business Development Lead Sales Manager, Business Travel Source from: https://www.airbnb.com/careers/departments/business-development
  10. 10. BD figuring out "new" sales (don’t have quotas) Sales driving "new" and "existing" sales (have quotas)
  11. 11. Startup BD/Sales is 20% BD and 80% sales
  12. 12. How to do BD at a startup?
  13. 13. Actually…I have no idea!
  14. 14. For a STARTUP team…
  15. 15. Market Assessment Strategy Development Execute Plan Business Plan Startup BD/Sales is 20% BD and 80% sales Find Leads Approach Leads Need Recognition Solution Close Deliver & Follow Up BD at a startup?
  16. 16. BD is about new biz, partnership, and long-term value.
  17. 17. Thank you! Rabbie Kao ⾼高⽽而芬 (⼩小兔) erhfen@gmail.com

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