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Better Biz Dev – Music Startup Academy Denver - October 8, 2015

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My talk on the keys to doing better business development delivered to the Music Business Association's Music Startup Academy in Denver on October 8, 2015

Published in: Business
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Better Biz Dev – Music Startup Academy Denver - October 8, 2015

  1. 1. #BIZDEVMSA BETTER BIZ DEV SHAWN YEAGER, BACK PORCH GROUP MUSIC STARTUP ACADEMY – DENVER, OCTOBER 8, 2015
  2. 2. #BIZDEVMSA HOUSEKEEPING #BIZDEVMSA @SHAWNYEAGER 2
  3. 3. #BIZDEVMSA “BUSINESS DEVELOPMENT IS CREATING THE TEMPLATE FOR A TRANSACTION. SALES IS APPLYING THE TEMPLATE OVER AND OVER.” —PARAPHRASING A SETH GODIN QUOTE I CAN NO LONGER FIND
  4. 4. #BIZDEVMSA “BUSINESS DEVELOPMENT IS THE CREATION OF LONG-TERM VALUE FOR AN ORGANIZATION FROM CUSTOMERS, MARKETS, AND RELATIONSHIPS.” —SCOTT POLLACK
  5. 5. #BIZDEVMSA THE GOOD NEWS 5
  6. 6. #BIZDEVMSA THE BAD NEWS 6
  7. 7. #BIZDEVMSA 7
  8. 8. #BIZDEVMSA 8
  9. 9. #BIZDEVMSA “LEAN STARTUP ISN'T ABOUT BEING CHEAP [BUT IS ABOUT] BEING LESS WASTEFUL AND STILL DOING THINGS THAT ARE BIG.” –ERIC RIES
  10. 10. #BIZDEVMSA WHAT LEADS TO WASTE? BOILING THE OCEAN – BUILDING TOO MUCH TOO SOON REQUIRING UNREALISTIC CHANGES IN USER BEHAVIOR REQUIRING UNREALISTIC CHANGES IN RIGHTS HOLDERS' BUSINESS MODELS LETTING ONE BIG CUSTOMER/PARTNER DRIVE PRODUCT 10
  11. 11. #BIZDEVMSA BETTER BIZ DEV = RIGOROUS CUSTOMER DEVELOPMENT + 
 A WELL-DESIGNED BUSINESS MODEL +
 CLARITY OF PURPOSE 11
  12. 12. #BIZDEVMSA CUSTOMER DEVELOPMENT ≠
 PRODUCT DEVELOPMENT
  13. 13. #BIZDEVMSA YOUR (FUTURE) CUSTOMERS KNOW BEST.
  14. 14. #BIZDEVMSA 14
  15. 15. #BIZDEVMSA 15
  16. 16. #BIZDEVMSA 16
  17. 17. #BIZDEVMSA CLARITY OF PURPOSE WHYARE YOU DOING THE DEAL? WHAT DOES SUCCESS LOOK LIKE? 17
  18. 18. #BIZDEVMSA A FEW THINGS I’VE LEARNED ENTER WITH TWO OUTCOMES IN MIND: THE BIG WIN AND THE LEASTYOU’LLACCEPT. ANSWER THE QUESTION HOW LONG IS TOO LONG? LITTLE COMPANY/BIG COMPANY POWER DYNAMICS CAN’T BE IGNORED, BUTTHEY DON’T MEAN YOU’RE POWERLESS. UNCOVER AND VALIDATE DEAL-BREAKERS AS EARLYAS POSSIBLE. 18
  19. 19. #BIZDEVMSA A FEW THINGS I’VE LEARNED ‘YES,AND…’ IS OFTEN MORE EFFECTIVE THAN 'NO.’ WHEN YOU MUST CONCEDE A POINT,ASK FOR SOMETHING IN RETURN. IT’S NEVER JUST BUSINESS. PEOPLE NEGOTIATE, NOT COMPANIES. SURPRISES ARE THE ENEMY. THE DEAL’S NOT DONE UNTILYOU’RE HOLDING (E-)INK ON PAPER. 19
  20. 20. #BIZDEVMSA RESOURCES MARKET-BY-NUMBERS.COM/CUSTOMER-DEVELOPMENT/ LEANSTACK.COM/CUSTOMER-DEVELOPMENT-GETTING-STARTED/ BUSINESS MODEL GENERATION LEAN STARTUP RUNNING LEAN THE MOM TEST 20
  21. 21. #BIZDEVMSA Q&A 21 @SHAWNYEAGER SHAWN@BACKPORCHGROUP.COM BACKPORCHGROUP.COM

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