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
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Better Biz Dev – Music Startup Academy Denver - October 8, 2015
- 1. #BIZDEVMSA BETTER BIZ DEV SHAWN YEAGER, BACK PORCH GROUP MUSIC STARTUP ACADEMY – DENVER, OCTOBER 8, 2015
- 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. #BIZDEVMSA “BUSINESS DEVELOPMENT IS THE CREATION OF LONG-TERM VALUE FOR AN ORGANIZATION FROM CUSTOMERS, MARKETS, AND RELATIONSHIPS.” —SCOTT POLLACK
- 7. #BIZDEVMSA 7
- 8. #BIZDEVMSA 8
- 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. #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. #BIZDEVMSA BETTER BIZ DEV = RIGOROUS CUSTOMER DEVELOPMENT + A WELL-DESIGNED BUSINESS MODEL + CLARITY OF PURPOSE 11
- 12. #BIZDEVMSA CUSTOMER DEVELOPMENT ≠ PRODUCT DEVELOPMENT
- 13. #BIZDEVMSA YOUR (FUTURE) CUSTOMERS KNOW BEST.
- 14. #BIZDEVMSA 14
- 15. #BIZDEVMSA 15
- 16. #BIZDEVMSA 16
- 17. #BIZDEVMSA CLARITY OF PURPOSE WHYARE YOU DOING THE DEAL? WHAT DOES SUCCESS LOOK LIKE? 17
- 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. #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. #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