SlideShare a Scribd company logo
BUSINESS DEVELOPMENT
An inside story
Business development is
• Sales
• Partnerships
• Hustling
NO
• what, exactly, is business development
• Business development is the creation of long-
term value for an organization from
relationship, market and customers.
Business Development is NOT SALES
• Business Development will identify and create
partnerships and NOT SALES
• Business Development enable leverage for
driving revenue, distribution or that enhance
the product.
Management of deals - is Crucial
• Business Development and Account
Management is different
• Successful deals are result of proactive and
accountable management
Support - Essential for Business
Development
• Everyone should own part of the success or
failure from the scratch.
• A good business developer will engage
internal resources to ensure the company can
meet the goals and expectations of a
partnership.
• A lack of support will almost certainly lead to
finger pointing and blaming when things go
West.
Pacemaker V/s Hearing Aid Theory
• It is equivalent to Quality V/s Quantity
• Likely to lead failure if tried to build business
purely on quantity.
• The market is less willing to pay for a better user
experience, even if they like the product and find
it useful.
• One way to remember this rule is the pacemaker
versus the hearing aid theory : If you could only
have one, which one would you choose?
. Hire - Right Person at the Right Time
• A person with deep industry knowledge and
strong network ready to “do deals” can turn
into a disaster if it is too early in a company’s
product lifecycle.
Commercialization Process
• Scouting: At this point, business development is about
identifying various routes to market, points of leverage and
providing the internal team early market feedback.
• Testing: At this stage, business development will close a
few deals to test assumptions and provide measureable
input before you scale the business. Analytical skills to set
up a framework for what to measure, and examining the
data, will determine if and where to scale based on the
company’s strengths and vision.
• Scaling: After gathering data from early deals and validating
a path to achieve goals, business development is ready to
start replicating deals and putting a support structure in
place.
Make Deals Carefully
• There is a difference between doing Deals and doing the
Right Deals.
• Many companies have been weighed down by a bad deal,
they later regretted.
• A good dealmaker can help identify a false signal
• This is where you want to develop a level of understanding
and trust with your business development person.
• when there is just enough market momentum and revenue
to mask the greater opportunity, a less experienced
dealmaker or one with the wrong incentives can generate
enough momentum and distract the company from the
bigger opportunity.
Framework for Assessing Opportunity
• In order to gain support from your team:-
– Does it drive revenue,
– lead to new users or enable the company to enter
a new market or vertical?
• When the goal is clear and measurable, it
makes it easier to address issues like, “Why
are we converting projections?”
Watching an Idea to become a Product
• Bringing in the right business development person at the
right stage
– and following other guidelines, will keep your company on the
right track.
• A legal agreement brings a business arrangement including
commercial terms
– if things do not work out
• This requires business development and legal counsel to assess the
business opportunity versus the business risk
• Building a company is hard and requires a lot of things to go
well
– having a great product and team.
– Watching an idea become a product and a product generate
revenue that becomes a successful company

More Related Content

What's hot

Pharma marketing
Pharma marketingPharma marketing
Pharma marketing
Uzair Ahmed
 
Introduction to Marketing By Philp Kotler Lecture No 1.0
Introduction to Marketing By Philp Kotler Lecture No 1.0Introduction to Marketing By Philp Kotler Lecture No 1.0
Introduction to Marketing By Philp Kotler Lecture No 1.0Khurshid Swati
 
Building a Business Development Strategy
Building a Business Development StrategyBuilding a Business Development Strategy
Building a Business Development Strategy
Crystal Miller Lay
 
Pharmaceutical Marketing Management
Pharmaceutical Marketing ManagementPharmaceutical Marketing Management
Pharmaceutical Marketing ManagementSheraz Pervaiz
 
Pharmaceutical marketing by vikram mathariya
Pharmaceutical marketing by vikram mathariyaPharmaceutical marketing by vikram mathariya
Pharmaceutical marketing by vikram mathariya
Ashish Agrawal
 
business development
business developmentbusiness development
business development
Mohamed Reda
 
How to Make Pharmaceutical Marketing Plan
How to Make Pharmaceutical Marketing PlanHow to Make Pharmaceutical Marketing Plan
How to Make Pharmaceutical Marketing Plan
Muhammad Ali Jehangir
 
Marketing communication strategy
Marketing communication strategyMarketing communication strategy
Marketing communication strategy
Yodhia Antariksa
 
Marketing Strategy
Marketing StrategyMarketing Strategy
Marketing Strategy
Affiliate School
 
Product decision
Product decisionProduct decision
Product decision
deepu2000
 
Ethics in sales
Ethics in salesEthics in sales
Ethics in sales
Yinka Daramola
 
Case study examples from industry
Case study examples from industryCase study examples from industry
New product development strategy
New product development strategyNew product development strategy
New product development strategy
shrinivas kulkarni
 
Branding in Pharmaceuticals
Branding in PharmaceuticalsBranding in Pharmaceuticals
Branding in PharmaceuticalsSheraz Pervaiz
 
Marketing Strategy Framework
Marketing Strategy FrameworkMarketing Strategy Framework
Marketing Strategy Framework
Demand Metric
 
Sales ppt training and develop in pharma industry
Sales ppt training and develop in pharma industrySales ppt training and develop in pharma industry
Sales ppt training and develop in pharma industry
shumaila91
 
Establishing Objectives and Budgeting for the Promotional Program
Establishing Objectives and Budgeting for the Promotional ProgramEstablishing Objectives and Budgeting for the Promotional Program
Establishing Objectives and Budgeting for the Promotional Program
Indrajit Bage
 
Product Launch Checklist Go To Market Roll Out Marketing Plan PowerPoint Pres...
Product Launch Checklist Go To Market Roll Out Marketing Plan PowerPoint Pres...Product Launch Checklist Go To Market Roll Out Marketing Plan PowerPoint Pres...
Product Launch Checklist Go To Market Roll Out Marketing Plan PowerPoint Pres...
SlideTeam
 
Pharma business models
Pharma business modelsPharma business models
Pharma business models
Khushboo Gurjar
 
Sales Management Planning
Sales Management PlanningSales Management Planning
Sales Management PlanningMathew Lawrence
 

What's hot (20)

Pharma marketing
Pharma marketingPharma marketing
Pharma marketing
 
Introduction to Marketing By Philp Kotler Lecture No 1.0
Introduction to Marketing By Philp Kotler Lecture No 1.0Introduction to Marketing By Philp Kotler Lecture No 1.0
Introduction to Marketing By Philp Kotler Lecture No 1.0
 
Building a Business Development Strategy
Building a Business Development StrategyBuilding a Business Development Strategy
Building a Business Development Strategy
 
Pharmaceutical Marketing Management
Pharmaceutical Marketing ManagementPharmaceutical Marketing Management
Pharmaceutical Marketing Management
 
Pharmaceutical marketing by vikram mathariya
Pharmaceutical marketing by vikram mathariyaPharmaceutical marketing by vikram mathariya
Pharmaceutical marketing by vikram mathariya
 
business development
business developmentbusiness development
business development
 
How to Make Pharmaceutical Marketing Plan
How to Make Pharmaceutical Marketing PlanHow to Make Pharmaceutical Marketing Plan
How to Make Pharmaceutical Marketing Plan
 
Marketing communication strategy
Marketing communication strategyMarketing communication strategy
Marketing communication strategy
 
Marketing Strategy
Marketing StrategyMarketing Strategy
Marketing Strategy
 
Product decision
Product decisionProduct decision
Product decision
 
Ethics in sales
Ethics in salesEthics in sales
Ethics in sales
 
Case study examples from industry
Case study examples from industryCase study examples from industry
Case study examples from industry
 
New product development strategy
New product development strategyNew product development strategy
New product development strategy
 
Branding in Pharmaceuticals
Branding in PharmaceuticalsBranding in Pharmaceuticals
Branding in Pharmaceuticals
 
Marketing Strategy Framework
Marketing Strategy FrameworkMarketing Strategy Framework
Marketing Strategy Framework
 
Sales ppt training and develop in pharma industry
Sales ppt training and develop in pharma industrySales ppt training and develop in pharma industry
Sales ppt training and develop in pharma industry
 
Establishing Objectives and Budgeting for the Promotional Program
Establishing Objectives and Budgeting for the Promotional ProgramEstablishing Objectives and Budgeting for the Promotional Program
Establishing Objectives and Budgeting for the Promotional Program
 
Product Launch Checklist Go To Market Roll Out Marketing Plan PowerPoint Pres...
Product Launch Checklist Go To Market Roll Out Marketing Plan PowerPoint Pres...Product Launch Checklist Go To Market Roll Out Marketing Plan PowerPoint Pres...
Product Launch Checklist Go To Market Roll Out Marketing Plan PowerPoint Pres...
 
Pharma business models
Pharma business modelsPharma business models
Pharma business models
 
Sales Management Planning
Sales Management PlanningSales Management Planning
Sales Management Planning
 

Viewers also liked

Facebook Recruitment and Employer Branding: Best Practices and Ideas From the...
Facebook Recruitment and Employer Branding: Best Practices and Ideas From the...Facebook Recruitment and Employer Branding: Best Practices and Ideas From the...
Facebook Recruitment and Employer Branding: Best Practices and Ideas From the...
RiseSmart
 
Internship report on HRIS
Internship report on HRISInternship report on HRIS
Internship report on HRIS
Riju Dnj
 
Sources of recruitment of employees internal and external sources recruitment
Sources of recruitment of employees  internal and external sources   recruitmentSources of recruitment of employees  internal and external sources   recruitment
Sources of recruitment of employees internal and external sources recruitment
Soham Kuila
 
Recruitment and selection
Recruitment and selectionRecruitment and selection
Recruitment and selection
ravi kant
 
Sources of Recruitment
Sources of RecruitmentSources of Recruitment
Tcs recruitment and selection
Tcs recruitment and selectionTcs recruitment and selection
Tcs recruitment and selection
Chirag Patel
 
Google's Recruitment and Selection Process
Google's Recruitment and Selection ProcessGoogle's Recruitment and Selection Process
Google's Recruitment and Selection Process
Yash Bhatt
 
Recruitment & selection by coca cola co.
Recruitment & selection by coca cola co.Recruitment & selection by coca cola co.
Recruitment & selection by coca cola co.
Muhammad Tariq Soomro
 
McGregor Boyall - Work for Us 2017 Presentation
McGregor Boyall - Work for Us 2017 PresentationMcGregor Boyall - Work for Us 2017 Presentation
McGregor Boyall - Work for Us 2017 Presentation
McGregor Boyall
 
Staffing - Management
Staffing - ManagementStaffing - Management
Staffing - Management
Sanchit
 
Recruitment and Selection Process of a Lecturer Management for Southeast Univ...
Recruitment and Selection Process of a Lecturer Management for Southeast Univ...Recruitment and Selection Process of a Lecturer Management for Southeast Univ...
Recruitment and Selection Process of a Lecturer Management for Southeast Univ...
MD TOWFIQUR RAHMAN
 
Recruitment & selection
Recruitment & selectionRecruitment & selection
Recruitment & selection
NISHA SHAH
 
Recruitment and selection
Recruitment  and selectionRecruitment  and selection
Recruitment and selectionAditya Kumar
 
Recruitment And Selection
Recruitment And SelectionRecruitment And Selection
Recruitment And Selection
harshalsk
 
Recruitment
RecruitmentRecruitment
Recruitment
sarlek315
 
Recruitment process Of IBM
Recruitment process Of IBMRecruitment process Of IBM
Recruitment process Of IBM
Gaurav Gupta
 
ビッグデータ解析
ビッグデータ解析ビッグデータ解析
ビッグデータ解析健太 田上
 

Viewers also liked (20)

Facebook Recruitment and Employer Branding: Best Practices and Ideas From the...
Facebook Recruitment and Employer Branding: Best Practices and Ideas From the...Facebook Recruitment and Employer Branding: Best Practices and Ideas From the...
Facebook Recruitment and Employer Branding: Best Practices and Ideas From the...
 
Internship report on HRIS
Internship report on HRISInternship report on HRIS
Internship report on HRIS
 
Sources of recruitment of employees internal and external sources recruitment
Sources of recruitment of employees  internal and external sources   recruitmentSources of recruitment of employees  internal and external sources   recruitment
Sources of recruitment of employees internal and external sources recruitment
 
Recruitment and selection
Recruitment and selectionRecruitment and selection
Recruitment and selection
 
Sources of Recruitment
Sources of RecruitmentSources of Recruitment
Sources of Recruitment
 
Chapter 6 Recruitment And Selection
Chapter 6   Recruitment And SelectionChapter 6   Recruitment And Selection
Chapter 6 Recruitment And Selection
 
Tcs recruitment and selection
Tcs recruitment and selectionTcs recruitment and selection
Tcs recruitment and selection
 
Google's Recruitment and Selection Process
Google's Recruitment and Selection ProcessGoogle's Recruitment and Selection Process
Google's Recruitment and Selection Process
 
Recruitment & selection by coca cola co.
Recruitment & selection by coca cola co.Recruitment & selection by coca cola co.
Recruitment & selection by coca cola co.
 
McGregor Boyall - Work for Us 2017 Presentation
McGregor Boyall - Work for Us 2017 PresentationMcGregor Boyall - Work for Us 2017 Presentation
McGregor Boyall - Work for Us 2017 Presentation
 
Staffing - Management
Staffing - ManagementStaffing - Management
Staffing - Management
 
Recruitment and Selection Process of a Lecturer Management for Southeast Univ...
Recruitment and Selection Process of a Lecturer Management for Southeast Univ...Recruitment and Selection Process of a Lecturer Management for Southeast Univ...
Recruitment and Selection Process of a Lecturer Management for Southeast Univ...
 
Recruitment & selection
Recruitment & selectionRecruitment & selection
Recruitment & selection
 
Recruitment and selection
Recruitment  and selectionRecruitment  and selection
Recruitment and selection
 
Recruitment And Selection
Recruitment And SelectionRecruitment And Selection
Recruitment And Selection
 
Recruitment
RecruitmentRecruitment
Recruitment
 
Recruitment process Of IBM
Recruitment process Of IBMRecruitment process Of IBM
Recruitment process Of IBM
 
Memòria
Memòria Memòria
Memòria
 
Ct corporate
Ct corporateCt corporate
Ct corporate
 
ビッグデータ解析
ビッグデータ解析ビッグデータ解析
ビッグデータ解析
 

Similar to Business Development

Succeeding in business pt 1
Succeeding in business pt 1Succeeding in business pt 1
Succeeding in business pt 1
Tony Morrison
 
Key Considerations When Buying a Business
Key Considerations When Buying a BusinessKey Considerations When Buying a Business
Key Considerations When Buying a Business
Skoda Minotti
 
Sales lesson for start ups 5
Sales lesson for start ups 5Sales lesson for start ups 5
Sales lesson for start ups 5
Munish Chawla
 
What the customer wants you to know-2.pptx
What the customer wants you to know-2.pptxWhat the customer wants you to know-2.pptx
What the customer wants you to know-2.pptx
SumitSaha752496
 
Building a sales organization for scale 2019 07 18 (002)
Building a sales organization for scale 2019 07 18 (002)Building a sales organization for scale 2019 07 18 (002)
Building a sales organization for scale 2019 07 18 (002)
Arlen Meyers, MD, MBA
 
Business concept development
Business concept developmentBusiness concept development
Business concept developmentmickykell
 
Sales lesson for start ups 2
Sales lesson for start ups 2Sales lesson for start ups 2
Sales lesson for start ups 2
Munish Chawla
 
Why start-ups fail
Why start-ups failWhy start-ups fail
Why start-ups fail
niinue123
 
Pre sales preparation
Pre sales preparationPre sales preparation
Pre sales preparation
Chidhvilas M
 
Kleos Africa webinar Babatunde Akin-Moses - Business Valuation Simplified
Kleos Africa webinar   Babatunde Akin-Moses - Business Valuation SimplifiedKleos Africa webinar   Babatunde Akin-Moses - Business Valuation Simplified
Kleos Africa webinar Babatunde Akin-Moses - Business Valuation Simplified
Glory Enyinnaya
 
Pre sales preparation
Pre sales preparationPre sales preparation
Pre sales preparation
ArvinthMohan
 
Entrepreneur
EntrepreneurEntrepreneur
Entrepreneur
Thom. Poole
 
Tips for the independent sales agent
Tips for the independent sales agentTips for the independent sales agent
Tips for the independent sales agentNicsuLLC
 
Ideation Slides - BWBN (1).pptx
Ideation Slides - BWBN (1).pptxIdeation Slides - BWBN (1).pptx
Ideation Slides - BWBN (1).pptx
ChikaOgelle
 
How To Create Win-Win Strategic Partnerships
How To Create Win-Win Strategic PartnershipsHow To Create Win-Win Strategic Partnerships
How To Create Win-Win Strategic Partnerships
Sunflower Lab
 
B2B Startup Roadmap.pdf
B2B Startup Roadmap.pdfB2B Startup Roadmap.pdf
B2B Startup Roadmap.pdf
Mohammad Shaar
 
LE5 Business Life Cycle.pptx
LE5 Business Life  Cycle.pptxLE5 Business Life  Cycle.pptx
LE5 Business Life Cycle.pptx
bettymakuve1
 
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessZero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
David Skok
 
The most fatal mistake to avoid as a startup
The most fatal mistake to avoid as a startupThe most fatal mistake to avoid as a startup
The most fatal mistake to avoid as a startup
David Jackson
 

Similar to Business Development (20)

Succeeding in business pt 1
Succeeding in business pt 1Succeeding in business pt 1
Succeeding in business pt 1
 
Key Considerations When Buying a Business
Key Considerations When Buying a BusinessKey Considerations When Buying a Business
Key Considerations When Buying a Business
 
Sales lesson for start ups 5
Sales lesson for start ups 5Sales lesson for start ups 5
Sales lesson for start ups 5
 
What the customer wants you to know-2.pptx
What the customer wants you to know-2.pptxWhat the customer wants you to know-2.pptx
What the customer wants you to know-2.pptx
 
Building a sales organization for scale 2019 07 18 (002)
Building a sales organization for scale 2019 07 18 (002)Building a sales organization for scale 2019 07 18 (002)
Building a sales organization for scale 2019 07 18 (002)
 
Business concept development
Business concept developmentBusiness concept development
Business concept development
 
Sales lesson for start ups 2
Sales lesson for start ups 2Sales lesson for start ups 2
Sales lesson for start ups 2
 
Why start-ups fail
Why start-ups failWhy start-ups fail
Why start-ups fail
 
Pre sales preparation
Pre sales preparationPre sales preparation
Pre sales preparation
 
Kleos Africa webinar Babatunde Akin-Moses - Business Valuation Simplified
Kleos Africa webinar   Babatunde Akin-Moses - Business Valuation SimplifiedKleos Africa webinar   Babatunde Akin-Moses - Business Valuation Simplified
Kleos Africa webinar Babatunde Akin-Moses - Business Valuation Simplified
 
Pre sales preparation
Pre sales preparationPre sales preparation
Pre sales preparation
 
Entrepreneur
EntrepreneurEntrepreneur
Entrepreneur
 
Tips for the independent sales agent
Tips for the independent sales agentTips for the independent sales agent
Tips for the independent sales agent
 
The challenges of Growing a Business
The challenges of Growing a BusinessThe challenges of Growing a Business
The challenges of Growing a Business
 
Ideation Slides - BWBN (1).pptx
Ideation Slides - BWBN (1).pptxIdeation Slides - BWBN (1).pptx
Ideation Slides - BWBN (1).pptx
 
How To Create Win-Win Strategic Partnerships
How To Create Win-Win Strategic PartnershipsHow To Create Win-Win Strategic Partnerships
How To Create Win-Win Strategic Partnerships
 
B2B Startup Roadmap.pdf
B2B Startup Roadmap.pdfB2B Startup Roadmap.pdf
B2B Startup Roadmap.pdf
 
LE5 Business Life Cycle.pptx
LE5 Business Life  Cycle.pptxLE5 Business Life  Cycle.pptx
LE5 Business Life Cycle.pptx
 
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessZero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
 
The most fatal mistake to avoid as a startup
The most fatal mistake to avoid as a startupThe most fatal mistake to avoid as a startup
The most fatal mistake to avoid as a startup
 

Business Development

  • 2.
  • 3. Business development is • Sales • Partnerships • Hustling NO • what, exactly, is business development • Business development is the creation of long- term value for an organization from relationship, market and customers.
  • 4. Business Development is NOT SALES • Business Development will identify and create partnerships and NOT SALES • Business Development enable leverage for driving revenue, distribution or that enhance the product.
  • 5. Management of deals - is Crucial • Business Development and Account Management is different • Successful deals are result of proactive and accountable management
  • 6. Support - Essential for Business Development • Everyone should own part of the success or failure from the scratch. • A good business developer will engage internal resources to ensure the company can meet the goals and expectations of a partnership. • A lack of support will almost certainly lead to finger pointing and blaming when things go West.
  • 7. Pacemaker V/s Hearing Aid Theory • It is equivalent to Quality V/s Quantity • Likely to lead failure if tried to build business purely on quantity. • The market is less willing to pay for a better user experience, even if they like the product and find it useful. • One way to remember this rule is the pacemaker versus the hearing aid theory : If you could only have one, which one would you choose?
  • 8. . Hire - Right Person at the Right Time • A person with deep industry knowledge and strong network ready to “do deals” can turn into a disaster if it is too early in a company’s product lifecycle.
  • 9. Commercialization Process • Scouting: At this point, business development is about identifying various routes to market, points of leverage and providing the internal team early market feedback. • Testing: At this stage, business development will close a few deals to test assumptions and provide measureable input before you scale the business. Analytical skills to set up a framework for what to measure, and examining the data, will determine if and where to scale based on the company’s strengths and vision. • Scaling: After gathering data from early deals and validating a path to achieve goals, business development is ready to start replicating deals and putting a support structure in place.
  • 10. Make Deals Carefully • There is a difference between doing Deals and doing the Right Deals. • Many companies have been weighed down by a bad deal, they later regretted. • A good dealmaker can help identify a false signal • This is where you want to develop a level of understanding and trust with your business development person. • when there is just enough market momentum and revenue to mask the greater opportunity, a less experienced dealmaker or one with the wrong incentives can generate enough momentum and distract the company from the bigger opportunity.
  • 11. Framework for Assessing Opportunity • In order to gain support from your team:- – Does it drive revenue, – lead to new users or enable the company to enter a new market or vertical? • When the goal is clear and measurable, it makes it easier to address issues like, “Why are we converting projections?”
  • 12. Watching an Idea to become a Product • Bringing in the right business development person at the right stage – and following other guidelines, will keep your company on the right track. • A legal agreement brings a business arrangement including commercial terms – if things do not work out • This requires business development and legal counsel to assess the business opportunity versus the business risk • Building a company is hard and requires a lot of things to go well – having a great product and team. – Watching an idea become a product and a product generate revenue that becomes a successful company