The Business of Business Development
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Learn the fundamentals of business development and become a star business developer with this deck. Topics include securing media coverage, knowing the competitive landscape, and closing deals. Slides from The Business of Business Development, a class taught by BzzAgent CEO, Dave Balter, at Boston's Intelligent.ly campus.
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The Business of Business Development
- 1. The Business of Business Development DAVE BALTER @DaveBalter
- 2. Sales is Selling
- 3. Sales is Selling Finding the budget.
- 4. Sales is Selling Finding the budget. Selling the idea.
- 5. Sales is Selling Finding the budget. Selling the idea. Being a closer.
- 6. Business Development is Partnerships That Generate Long-‐Term Value
- 7. Business Development is Partnerships That Generate Long-‐Term Value Research.
- 8. Business Development is Partnerships That Generate Long-‐Term Value Research. Listening.
- 9. Business Development is Partnerships That Generate Long-‐Term Value Research. Listening. Pa<ence.
- 10. Business Development is Partnerships That Generate Long-‐Term Value Research. Listening. Problem SolverPa<ence.
- 11. The Four Steps of Biz Dev
- 12. 1. Set the Table The Four Steps of Biz Dev
- 13. 1. Set the Table 2. Plan the Meal The Four Steps of Biz Dev
- 14. Partnership Development Financing and Acquisi<on
- 15. Set the Table
- 16. Map Your Industry & Bring People to your Table via Ego Traps
- 17. Consumers Demand: Reputation Management Companies Need: Skill Measurement Learning & Skill Development
- 18. Use the Press to tell your story
- 22. Map Your Industry Workshop
- 23. Map Your Industry Workshop -‐ Break into groups
- 24. Map Your Industry Workshop -‐ Break into groups -‐ Pick 1 company
- 25. Map Your Industry Workshop -‐ Break into groups -‐ Pick 1 company -‐ Plan an Industry Map
- 26. Map Your Industry Workshop -‐ Break into groups -‐ Pick 1 company -‐ Plan an Industry Map -‐ Iden<fy 3 Ego Traps
- 27. Map Your Industry Workshop -‐ Break into groups -‐ Pick 1 company -‐ Plan an Industry Map -‐ Iden<fy 3 Ego Traps -‐ Present to class in 60 seconds
- 28. Plan the Meal
- 29. Map The Org & Pair the Players & Write the Brief
- 31. There Are Always One or Two Trouble-‐Makers
- 32. The Other Side is also ba=ling internal tensions: use business vs. legal to your advantage
- 33. Use the Phone to send a signal
- 34. Map the Org Workshop
- 35. Map the Org Workshop • Regroup
- 36. Map the Org Workshop • Regroup • Map the Org
- 37. Map the Org Workshop • Regroup • Map the Org • Pair Your Players
- 38. Map the Org Workshop • Regroup • Map the Org • Pair Your Players • Who is missing (and how do you solve)
- 39. Prepare to Feast
- 40. Map The How Know the Documents Do Their Work Pilot to support ObjecEves Set KPIs for long-‐term
- 41. Pilot, KPI, Rollout Us Them
- 42. Pilot, KPI, Rollout Us Them 100,000 Users Increased Engaged Goal
- 43. Pilot, KPI, Rollout Us Them 100,000 Users Increased Engaged Goal Pilot Email 10,000 people offer to join pla?orm and take tests
- 44. Pilot, KPI, Rollout Us Them 100,000 Users Increased Engaged Goal Pilot Email 10,000 people offer to join pla?orm and take tests KPI 1 (firm) 1,000 users 20% open rate -‐> 30%
- 45. Pilot, KPI, Rollout Us Them 100,000 Users Increased Engaged Goal Pilot Email 10,000 people offer to join pla?orm and take tests KPI 1 (firm) 1,000 users 20% open rate -‐> 30% KPI 2 (so() Type of test Type of test
- 46. Pilot, KPI, Rollout Us Them 100,000 Users Increased Engaged Goal Pilot Email 10,000 people offer to join pla?orm and take tests KPI 1 (firm) 1,000 users 20% open rate -‐> 30% KPI 2 (so() Type of test Type of test Rollout UIlize our API to embed across specific verIcal of ~1M members
- 48. Feast Prep Workshop • Create 1-‐3 Pilot Ideas
- 49. Feast Prep Workshop • Create 1-‐3 Pilot Ideas • Ar<culate 1-‐2 key KPIs
- 50. Feast Prep Workshop • Create 1-‐3 Pilot Ideas • Ar<culate 1-‐2 key KPIs • What Happens Once Achieved?
- 51. Red Flags
- 52. Red Flags • Time is (oYen) your enemy
- 53. Red Flags • Time is (oYen) your enemy • One-‐Shot Thinking
- 54. Red Flags • Time is (oYen) your enemy • One-‐Shot Thinking • Narrow Internal Knowledge
- 55. Red Flags • Time is (oYen) your enemy • One-‐Shot Thinking • Narrow Internal Knowledge • Silence
- 56. Course Title Course Title INSTRUCTOR NAME
Editor's Notes
- Sales is SELLING. Making someone buy your widget, service or idea.The skills of a great salesperson? Finding the budget, selling the idea and being a closer.Business Development is the process of creating partnerships that generate long-term value. Successful business development may not lead to immediate revenue – instead it may foster co-marketing, create a new distribution channel or solve a critical production issue. TThe skills of a great business development executive? Research, problem solving, analysis, and the ability to craft win-win scenarios for the long term.
- Mention incentive structures…difference between
- Identify and Explore ValueFoster the Relationship & Develop the OpportunityMove to Execution(Making it Work – not for this class)
- -to get players to table:
- Map the Org (influencers, decision makers, vocal insiders)Pair the PlayersDo the Work (For Them)Set KPIs(high level, not details)
- Map the Org (influencers, decision makers, vocal insiders)Pair the PlayersDo the Work (For Them)Set KPIs(high level, not details)
- -to get players to table: