Scale Business Group sponsored Executive Leadership session presented by Nathan Beckord of VentureArchetypes at GameChangers confernce. www.grow-california.com

1. STARTUP BUSINESS DEVELOPMENT
A simple framework for successful deals

2. BUT FIRST,WHAT IS “BD?”
Defining the context
• What do we mean here?
– “Inorganic” growth
• Generally, partnership deals:
- Distribution deals
- Co-Marketing / PR deals
- API deals
- Platform deals
- Content acquisition deals

3. STEP ONE: EXPLORE
Getting to know you...
• Key Focus:
– Build rapport, trust, relationships
– Understand current activity and goals
• Tips:
– Avoid NDAs if possible
– Really seek to understand what they want
– Get all the stakeholders involved
• “Tricks:”
– Introduce a few diversionary “asks”
– Test the limits
Net Net:
Trust + understanding = solid foundation

4. STEPTWO: TERMS
Expectations, Obligations, Roles, Requirements
• Key Focus:
– “We do this, you do that”
– Layman’s terms not legal (but documented)
• Tips:
– Set expectations and an achievable bar
– Be the “Guardian of the Mutual Win”
– Get all material items in there, this round
• “Tricks:”
– Ask for the world
– Get them rationally and emotionally attached
Net Net:
Reasonable, achievable hurdles to build momentum

5. STEPTHREE: LONG FORM DA
Bringing in the attorneys
• Key Focus:
– Papering it all up
– Protecting from downside risk
• Tips:
– Segregate legal to legal, business to business
– Cultivate a champion on the other side too
– Keep advancing the discussion-- aggressively
• “Tricks:”
– Try not to introduce any last-minute bombs
– Rapid exchange of redlined T’s and C’s doc
Summary
Protect, but don’t derail the deal

6. STEP FOUR: IMPLEMENTATION
Executing the deal
• Key Focus:
– Seamless hand off
– Post-signing activity
• Tips:
– Have proper people involved
– Have an official hand-off meeting
– Clarify expectations with your team
– Keep BD team involved, checking in, facilitating
• “Tricks:”
– Send a thank you gift!
– Review metrics, KSFs periodically
– Look for ways to expand successful deals
Summary
Deal close is just the beginning

7. MORETIPS FOR SUCCESSFUL DEALS
Dave’s Top Ten (Seven) List
7. Be operationally “ready” to do a deal
6. Focus on the right targets (& big wins)
5. Come from position of strength (hint: product)
4. Understand your partner’s pain
3. Introduce competition.
2. Know where the fire escapes are
1. Celebrate wins publicly
and remember,
Have fun with it!
Question:
What would be a company-making deal for you?

8. CONTACT
Let’s talk about your BD strategy
Nathan Beckord
nathan@venturearchetypes.com
415-370-5060
www.VentureArchetypes.com
www.facebook.com/VentureArchetypes
twitter: @startupventures
We look forward to working with you.